RC follows up on his initial blockbuster, Influence (2006), by taking a measured and empirical look at how those of us in the business of influencing others can effectively "set the stage" for acceptance of our message.
My biggest takeaways:
- Trust is the precursor of influence.
- Six powerful tools of influence: reciprocation, liking, social proof, authority, scarcity, and consistency.
- The focusing of attention is critical to influencing thought and/or action.
- Making a personal/emotional connection to the content is a powerful attractor of attention.
- Closing the discussion before closure causes cognitive revisitation later.
- Rhyme and music are powerful psychological connectors to content.
- Establishing habits around desired outcomes is imperative to sustaining change.
- Fostering a sense of kinship/unity heightens the potency of influence.
- Three ravagers of organizational health: poor employee performance, high turnover, and prevalent employee fraud and malfeasance.
My favorite quote:
“Dale Carnegie assured us, ‘You can make more friends in two months by becoming genuinely interested in other people than you can in two years by trying to get people interested in you.’” (p. 92)
An excellent read - one of the best I've read in several years. Thanks for the recommendation, DP.
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