Vanessa Bohns

In this engaging discussion, Vanessa Bohns, a social psychologist and Cornell professor, reveals how we often underestimate our own power of persuasion. She explores the discomfort of saying no and highlights the surprising impact of asking for favors in person. Bohns emphasizes the importance of personal connections over digital communication for true happiness. She also discusses the illusion of being unnoticed and the ethical responsibilities tied to influence, encouraging listeners to embrace their presence and awareness of their social impact.

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

Vanessa Bohns, a Professor of Organizational Behavior at Cornell, and Raven Hoffman, a Senior Estimator in the construction industry, delve into the art of persuasion in professional environments. They discuss effective tactics for influencing decisions and overcoming resistance, especially for women in male-dominated fields. Key strategies include mastering client introductions, the power of informal discussions pre-meetings, and the significance of building relationships for long-term influence. Their insights are both practical and empowering.

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

In this engaging discussion, social psychologist Vanessa Bohns, a professor at Cornell University, reveals the unnoticed power of influence we wield in daily interactions. She explores why we often underestimate our impact and how this oversight can lead to missed opportunities. Bohns shares compelling stories and insights about social media's effects on self-perception, the significance of requests, and how biases can shape academic hiring. Her research encourages listeners to embrace their influence while being mindful of its responsibilities.

In this engaging conversation, Dr. Vanessa Bohns, a social psychologist and professor at Cornell University, reveals how we often underestimate the influence we possess in social settings. She shares insights from her research, shedding light on the 'invisible audience' effect on social media and the power of asking for favors. With compelling anecdotes and evidence, Bohns emphasizes the importance of recognizing our impact, navigating social dynamics, and embracing our innate ability to persuade and connect with others, all while addressing the biases that hinder fair hiring practices.

In this engaging discussion, Professor Vanessa Bohns, a social psychologist from Cornell University, dives into the surprising influence we all wield in our interactions. She reveals the 'invisibility cloak effect' where people underestimate their impact, particularly introverts. The conversation also explores how observing others can amplify experiences and the dynamics of asking for favors—often leading to unexpected positive outcomes. Bohns warns about misinformation spread through bullshitting and emphasizes the importance of recognizing our influence to uplift others.

In this engaging discussion, Professor Vanessa Bohns, an expert in social influence from Cornell University, reveals the surprising ways we underestimate our own impact. She tackles the 'liking gap,' explaining how we often think others don’t like us as much as they actually do. Bohns shares insights on how our beliefs shift based on our audience and highlights the innate influence we possess in social settings. Tune in for a fresh perspective that will change how you view your own social interactions!