Get what you want without compromising who you are:
the new rules of persuasion to influence others for good
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 yourself against the ‘dark arts’ of persuasion by other less scrupulous individuals or institutions.
Bold, entertaining and efficacious, this indispensable book is a call to action for all the nice people in the world wanting to practice influence without resorting to manipulation, bullying or corruption to create a brighter more positive future.
About the author
Before earning her doctorate from Harvard and becoming an award-winning teacher and researcher at Yale, Zoe Chance was a professional influencer. She managed a $200 million segment of the Barbie brand, helped out with political campaigns, and worked in door-to-door sales and telemarketing. Her academic research has been published in top journals and covered in media outlets including The New York Times, the BBC, and The Economist. She has appeared on CNN and written for Harvard Business Review. Zoe speaks internationally for leading firms and NGOs, and Google used her behavioral economics framework for their global food policy. Zoe lives with her family in New Haven, Connecticut. Half her proceeds from this book are being donated to help fight the climate crisis.
