It can be difficult to grasp how much power of persuasion we actually have, or how to wield it wisely. In today’s episode we look at science-based strategies for observing the effect we have on others, and how to better deal with our fear of rejection, and asking for favors. Vanessa Bohns is a social psychologist and a professor of organizational behavior at Cornell University. She is the author of You Have More Influence Than You Think: How We Underestimate Our Power of Persuasion, and Why it Matters.In this episode we talk about:How much we often underestimate our own influence Why it’s so hard to say no Why people are paying attention to us more than we thinkThe impact of asking for things in-person The responsibility that comes with being in a position of powerWhat it means to experience your own influence And how we can be more aware of the influence we haveFull Shownotes: https://www.tenpercent.com/podcast-episode/vanessa-bohns-550See Privacy Policy at https://art19.com/privacy and California Privacy Notice at https://art19.com/privacy#do-not-sell-my-info.

I’ve spent over 100 hours learning about persuasion. I’ve discovered that effective persuasion isn’t a fluke. There are well-documented strategies to become more persuasive. Listen to Professor Vanessa Bohns and I explain how compliments increase tips, why you should ask someone out on a sunny day, and how one sentence saved a salesperson from bankruptcy. Try HubSpot for free: https://hubspot.sjv.io/jWq4k6Cialdini’s book Pre-Suasion: https://amzn.to/3OLR1iO Vanessa’s book: https://www.vanessabohns.com/Follow Vanessa on Twitter: https://twitter.com/profbohnsListen to episode 29 on first impressions: https://bit.ly/3NBI6j0Sign up for the Nudge Newsletter: https://www.nudgepodcast.com/mailing-list

Learn how to build influence and master persuasion at work, with insights on tactics for success, overcoming stereotypes in male-dominated fields, balancing competence and warmth with clients, and navigating successful meetings through coalition building and tailored presentations.

Influence is often seen as a skill we have to cultivate, a charismatic quality leveraged by select leaders, business people, and successful social media accounts. But in her new book, “You Have More Influence Than You Think,” social psychologist Vanessa Bohns demonstrates that we all have influence through our words, choices, and even just our presence. Maya and Vanessa discuss how we can become more aware of our power to persuade, and learn to wield it wisely. For a behind-the-scenes look at the show, follow @DrMayaShankar on Instagram. See omnystudio.com/listener for privacy information.

Vanessa Bohns, a social psychologist and professor at Cornell University, uncovers the surprising depths of our persuasive abilities. She highlights how people often underestimate their influence and fear rejection unnecessarily. Bohns discusses behavioral contagion, illustrating how our actions can inspire societal change, like adopting solar energy. She also reveals the persuasive power of compliments and personal relevance in communication, making it clear that a thoughtful approach can ease the discomfort of compliance and foster meaningful connections.

We all need to be persuasive. Maybe you’re trying to get clients to buy into your idea, trust your expertise, or sign on with your company. Or perhaps you want to convince colleagues to start a new initiative, or kill one you think is doomed to fail. Which persuasion tactics are most effective? How do you know if someone is starting to be swayed by your reasoning and what else might you try to win their full support? If you’ve failed to persuade but still believe in the cause, what’s the strategic way to try again? An expert on influence at work answers these questions and more. We’re joined by a woman working in construction who shares her successful and unsuccessful attempts to persuade others and we highlight key principles and techniques that we can all use. Guests: Raven Hoffman is a senior estimator for a tile and stone contractor. Vanessa Bohns is a professor of organizational behavior at Cornell University and the author of the book You Have More Influence Than You Think: How We Underestimate Our Power of Persuasion, and Why It Matters. Resources: “You’re Already More Persuasive Than You Think,” by Vanessa Bohns “A Checklist for More Persuasive Presentations,” by Dorie Clark “To Get People to Change, Make Change Easy,” by Tania Luna and Jordan Cohen “How to Persuade People to Change Their Behavior,” by Jonah Berger “The Art of Persuasion Hasn’t Changed in 2,000 Years,” by Carmine Gallo Sign up for the Women at Work newsletter. Email us: womenatwork@hbr.org

Vanessa Bohns, an experimental social psychologist and professor at Cornell University, explores the often-misunderstood realm of social influence. In their conversation, she reveals how ancient fears of social rejection shape our negotiation strategies today. Vanessa highlights the surprising power of face-to-face communication and why people underestimate their own influence. She also discusses ethical considerations necessary when using social dynamics to persuade others, offering listeners practical tools to enhance their negotiation skills.

Dr. Vanessa Bohns, a social psychologist and author, dives into the hidden power of everyday interactions. She reveals why people often underestimate their influence and shares practical strategies for making effective requests. The discussion highlights the impact of social media on our perception of influence and the crucial difference between compliance and true consent. Bohns emphasizes approaching interactions with the assumption of getting a 'yes,' showcasing how this mindset can transform outcomes in relationships.

In this conversation with Vanessa Bohns, a Cornell University psychologist specializing in social influence, listeners explore the concept of egocentric bias. She reveals how people often overlook the power they hold when making requests. Bohns discusses the dynamics of social pressure, offering insights on how it skews our perception of influence. The episode sheds light on how understanding these biases can enhance personal connections and improve our ability to ask for what we need, reinforcing the importance of recognizing our own persuasive potential.

Vanessa Bohns, a social psychologist, discusses how we often underestimate our influence on others. She shares findings from her research, including a study where participants were surprised by the number of agreements they obtained when asking for favors. The podcast also explores the power of anchoring in negotiations, reframing mindset for successful negotiations, the evolutionary fear of rejection, and strategies to maximize influence while considering ethical implications.