Dr. Vanessa Bohns is a social psychologist, author, and professor of organizational behavior at Cornell University. Her research explores how we perceive our influence — and how often we get it wrong. 

In this episode of The Game Changing Attorney Podcast, Vanessa and Crisp Founder & CEO Michael Mogill explore the place of influence in leadership through: 

• The implications of underestimating (or overestimating) our own influence 
• How facts are often less effective at changing behavior than social norms 
• Why effective leaders see influence as a responsibility 

Links & Resources

• Episode Show Notes
• You Have More Influence Than You Think: How We Underestimate Our Power of Persuasion, and Why It Matters by Dr. Vanessa Bohns
• Behavioral Contagion 
• Invisibility Cloak Illusion 
• Spotlight Effect 
• Diffusion of Responsibility
• Bystander Effect 
• The Liking Gap 

Dr. Bohn’s 3 Steps to Understanding Influence:

1. Visualize your influence from a third-party perspective. (Suggestion: what if you were reviewing a tape of your performance as a leader?) 
2. Gather true perspectives. 
3. Experience your influence. (Suggestion: write a letter of gratitude to someone who helped you on your path.)