The Next Big Idea Daily "Influence Is Your Superpower: The Science of Winning Hearts, Sparking Change, and Making Good Things Happen" by Zoe Chance
7 snips
Nov 2, 2023 Zoe Chance, Professor of Influence and Persuasion at Yale School of Management, shares key insights from her book. Topics include strategies for using influence ethically, the art of charisma, and the power of collective influence.
AI Snips
Chapters
Transcript
Episode notes
Why People Resist Influence
- Influence triggers defensive reactions because it threatens time, money, pride, or attention.
- Pulling back from pressure invites people to lean forward and consider your request.
Soften Requests To Lower Resistance
- Soften requests to reduce resistance by acknowledging constraints and allowing refusal.
- Use phrases like "I know you're probably busy" or "please don't say yes unless you really want to".
Ease Trumps Motivation
- Ease predicts behavior better than motivation, price, quality, or satisfaction.
- Making actions easier dramatically increases repeat behavior and word-of-mouth.