In this book, social psychologist Vanessa Bohns draws from her original research to illustrate why people fail to recognize the influence they have on others. She explains how this lack of awareness can lead to missed opportunities or the accidental misuse of power. Bohns weaves together compelling stories with cutting-edge science to answer questions about the impact of our words, actions, and presence on others. The book offers strategies for observing the effect we have on others, reconsidering our fear of rejection, and sometimes pulling back to use our influence less. It emphasizes the importance of recognizing the influence we already possess rather than seeking ways to gain more influence[2][3][5].
First published in 1936, 'How to Win Friends and Influence People' by Dale Carnegie is a timeless guide to improving interpersonal skills. The book is divided into four main sections: Six Ways to Make People Like You, Twelve Ways to Win People to Your Way of Thinking, and Nine Ways to Change People Without Giving Offense or Arousing Resentment. Carnegie's principles emphasize the importance of genuine interest in others, active listening, and avoiding criticism and argument. The book offers practical advice on how to build strong relationships, communicate effectively, and influence others by aligning their self-interest with yours. It has been a cornerstone of personal development and business success for generations[2][3][5].
In *Chatter*, Ethan Kross delves into the silent conversations we have with ourselves, examining how these internal dialogues shape our lives, work, and relationships. Kross, drawing from his own lab research and real-world case studies, explains how negative self-talk (referred to as 'chatter') can have detrimental effects on our health, mood, and social connections. However, he also provides tools and strategies to manage and harness this inner voice positively. These tools include techniques such as zooming out to gain perspective, using the second person to increase psychological distance, and leveraging the power of nature and placebos. The book is a comprehensive guide on how to transform negative self-talk into a constructive and supportive inner voice.
In this highly acclaimed book, Dr. Robert B. Cialdini explains the psychology behind why people say yes and how to apply these insights ethically. The book outlines six universal principles of influence: Reciprocation, Commitment and Consistency, Social Proof, Liking, Authority, and Scarcity. The new and expanded edition includes a seventh principle, Unity, along with new research, insights, and examples. Cialdini uses memorable stories and relatable examples to make the subject accessible and easy to understand, helping readers become more skilled persuaders and defend themselves against unethical influence attempts.
In You Have More Influence Than You Think (Norton, 2023) social psychologist Vanessa Bohns draws from her original research to illustrate why we fail to recognize the influence we have, and how that lack of awareness can lead us to miss opportunities or accidentally misuse our power. Weaving together compelling stories with cutting edge science, Dr. Bohns answers the questions we all want to know (but may be afraid to ask): How much did she take to heart what I said earlier? Do they know they can push back on my suggestions? Did he notice whether I was there today? Will they agree to help me if I ask?
Whether attending a meeting, sharing a post online, or mustering the nerve to ask for a favor, we often assume our actions, input, and requests will be overlooked or rejected. Bohns and her work demonstrate that people see us, listen to us, and agree to do things for us much more than we realize—for better, and worse. You Have More Influence Than You Think offers science-based strategies for observing the effect we have on others, reconsidering our fear of rejection, and even, sometimes, pulling back to use our influence less. It is a call to stop searching for ways to gain influence you don’t have and to start recognizing the influence you don’t realize you already have.
Our guest is: Dr. Vanessa Bohns, who is the Braunstein Family Professor and Chair of Organizational Behavior at Cornell University’s ILR School. Professor Bohns holds a PhD in Psychology from Columbia University and an AB from Brown University. Her research has been published in top academic journals in psychology, management, and law, and has been featured in The New York Times, The Wall Street Journal, The Atlantic and The Economist, among others. She is the author of You Have More Influence Than You Think.
Our host is: Dr. Christina Gessler, who works as a developmental editor. She is the producer and host of the Academic Life podcast.
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