Influence + Persuasion: HBR Emotional Intelligence Series
Various Contributors
Harvard Business Review Press (November 2017)
Credibility is impossible without mutual respect and trust.
This is one of the volumes in the HBR Emotional Series, offering cutting-edge thinking about how to “change others’ hearts and minds, based on scientific research that can help you strengthen your case and increase your authority and influence as a leader.” These eight classic articles were originally published in HBR and if all were purchased separately as reprints, the total cost would be at least $95.00. Amazon now sells a paperbound volume for only $12.79. That’s not a bargain; that’s a steaL.
Here is some specific information about each of the articles.
o “Understand the Four Components of Influence”: Nick Morgan on HOW and WHERE emotions fit in
o “Harnessing the Power of Persuasion”: Robert Cialdini on HOW to “get back to behavioral basics”
o “Three Things Managers Should Be Doing Every Day”: Linda A. Hill and Kent Lineback on HOW to build trust, a team, and a network
o “Learning Charisma”: John Antonakis, Marika Fenley, and Sue Liechti on HOW to captivate and motivate
o “To Win People Over, Speak to Their Wants and Needs”: Nancy Duarte on HOW to understand — and empathize — with your audience
o “”Storytelling That Moves People”: Robert McKee on HOW to integrate an idea with an emotion
o The Surprising Persuasiveness of a Sticky Note”: Kevin Hogan on on HOW to build perrsonal connections
o “When to Sell with Facts and Figures, and When to Appeal to Emotions”: Michael D.Davis on “Head versus Heart”
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Only you can you apply the relevant knowledge and common sense wisdom that are provided in this book. However, you will need help from associates and probably some luck such as being in the right place at the right time.” You also need to know when an opportunity is “knocking on your door,” and be prepared to take full advantage of it. (Sometimes it whispers.) You can also benefit from having role models. There is a great deal of value to learn from their successes and, especially from their [begin italics] failures [end italics]. However, to repeat, your success (however defined) ultimately depends on you.
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Here are two other suggestions while reading Influence + Persuasion: First, highlight key passages Also, perhaps in a lined notebook kept near-at- hand, record your comments, questions, action steps (preferably with deadlines), page references, and lessons you have learned as well as your responses to key points posed within the narrative. Also, record your responses to specific issues or questions addressed, especially at the conclusion of articles.
These two simple tactics — highlighting and documenting — will facilitate, indeed expedite frequent reviews of key material later.