We’re all nice. In fact, we’re told we’re too nice and we have to change to succeed: ‘Play the game!’; ‘Beat them down!’; ‘Toughen up!’. Do we have to choose between betraying our own values and being left behind without a voice? Absolutely not. We can naturally be persuasive and successful every day without making enemies of ourselves or other people.Influence is a science and renowned Yale professor Zoe Chance will help you master it in this fascinating book. Drawing on the latest behavioural research, entertaining real-life stories and the skills she teaches on her sell-out Yale University MBA course, Zoe Chance unpacks what influence is and how we are persuaded before setting out a series of powerful skills you can adopt to master the art of persuasion and influence. Her techniques include the Magic Question, Powerful Listening, the What Would It Take Question and Building Support. She also looks at how to use influence for maximum positive impact in the world – and how to defend
The new rules of persuasion for a diverse world--a twenty-first-century update of Dale Carnegie's How to Win Friends and Influence People by a popular professor at Yale School of Management, filled with stories based on cutting-edge behavioral science.Zoe Chance has been a telemarketer, a door-to-door salesperson, and the brand manager for massive accounts. Years spent trying to get people to buy stuff they didn't really want or need taught her something fundamental about human nature and about how to really influence people over the long term: The transactional approach just doesn't work. So Chance went to Harvard Business School, where she worked with famous behavioral scientist Dan Ariely, author of Predictably Irrational, to understand what did. Of the hundreds of books written about influence, nearly all focus narrowly on one-time transactions that are often framed in the winner-take-all language of the battleground. But nobody wants to be a target, and few of us want to think of
