I am a graduate of West Point and a student of military and political leadership. From that foundation, I devoted much of my professional life to researching power and influence and understanding how leaders create impact in business and life. As an educator, counselor, and founder of an international firm on executive development, I created courses on influence to help others become more effective at management and leadership through the ethical uses of influence. I want passionately to know the difference between towering leaders like Abraham Lincoln and manipulative scoundrels like Bernie Madoff, and I’m fascinated by what influences people to take one path rather than another.
I wrote
Elements of Influence: The Art of Getting Others to Follow Your Lead
Carnegie’s book, first published in 1936, was the first to elaborate on how to use interpersonal skills to influence people. His time-tested advice includes how to handle people (give honest appreciation), how to make people like you (be genuinely interested in others), how to win them to your way of thinking (if you’re wrong, admit it quickly), and how to lead without giving offense or arousing resentment (ask questions instead of giving orders). This book does not cover all the techniques of ethical influence, but its fundamental principles are sound, even if many examples are dated. How to Win Friends and Influence People was a best seller in its time and remains a popular book today.
Millions of people around the world have - and continue to - improve their lives based on the teachings of Dale Carnegie. In How to Win Friends and Influence People Carnegie offers practical advice and techniques, in his exuberant and conversational style, for how to get out of a mental rut and make life more rewarding.
His advice has stood the test of time and will teach you how to: - make friends quickly and easily - increase your popularity - win people to your way of thinking - enable you to win new clients and customers - become a…
People frequently make decisions emotionally and then justify those decisions with logic. That’s why emotional intelligence is so important in understanding how to influence others. Goleman’s book popularized the concept of emotional intelligence and made it more accessible. In it, he discusses the importance of knowing yourself and your feelings and being able to regulate your emotions productively. The core of the book addresses social skills, empathy, and understanding what motivates others when they make decisions—and these are crucial skills in influencing others. While Goleman’s book does not directly address influencing skills, he lays the foundations for the social and emotional approaches to influence very effectively.
The groundbreaking bestseller that redefines intelligence and success Does IQ define our destiny? Daniel Goleman argues that our view of human intelligence is far too narrow, and that our emotions play major role in thought, decision making and individual success. Self-awareness, impulse control, persistence, motivation, empathy and social deftness are all qualities that mark people who excel: whose relationships flourish, who are stars in the workplace. With new insights into the brain architecture underlying emotion and rationality, Goleman shows precisely how emotional intelligence can be nurtured and strengthened in all of us.
Cialdini’s landmark book was among the first to explore the psychological factors that affect how people make decisions. Rather than using a rational process, people most often decide what to do, how to act, or what to believe based on rules of thumb and decision-making shortcuts including reciprocity, scarcity, authority, commitment and consistency, liking, and consensus or social proof. Although these factors can lead to unethical forms of influence, such as manipulation, it is important to understand the psychological bases of decision making, whether you are trying to influence others ethically or trying to resist unsavory attempts by others to influence you.
The foundational and wildly popular go-to resource for influence and persuasion-a renowned international bestseller, with over 5 million copies sold-now revised adding: new research, new insights, new examples, and online applications.
In the new edition of this highly acclaimed bestseller, Robert Cialdini-New York Times bestselling author of Pre-Suasion and the seminal expert in the fields of influence and persuasion-explains the psychology of why people say yes and how to apply these insights ethically in business and everyday settings. Using memorable stories and relatable examples, Cialdini makes this crucially important subject surprisingly easy. With Cialdini as a guide, you don't have…
Daniel Kahneman’s Thinking, Fast and Slow is the most comprehensive book I have ever read on human cognitive processes and the assumptions, biases, intuitions, misconceptions, fears, frameworks, psychological influences (many unconscious) that drive how we perceive the world and how we reach conclusions. No one paints a better picture of the mental landscape we traverse as we make choices. So if you want to understand the rational side of influence, replete with all its challenges, barriers, and pitfalls, then this is the book to read. Thinking, Fast and Slow is virtually an encyclopedia of the rational and irrational elements of influence.
The phenomenal international bestseller - 2 million copies sold - that will change the way you make decisions
'A lifetime's worth of wisdom' Steven D. Levitt, co-author of Freakonomics 'There have been many good books on human rationality and irrationality, but only one masterpiece. That masterpiece is Thinking, Fast and Slow' Financial Times
Why is there more chance we'll believe something if it's in a bold type face? Why are judges more likely to deny parole before lunch? Why do we assume a good-looking person will be more competent? The answer lies in the two ways we make choices: fast,…
Whether you are selling yourself or a product, communicating your message effectively is a key to success, and it doesn’t matter if you are trying to influence people through logical persuasion or appealing to their values. Storytelling is as old as humanity and has been a moving and lasting way to communicate. Kindra Hall’s bestselling book on storytelling is a fascinating textbook on the art and science of creating and delivering stories that resonate with audiences and influence people’s decisions. This is one of the best books I’ve read on how to craft compelling messages.
A clear framework of ideals and a concise set of actions for you to take complete control of your own story, utilizing the principles behind the world's most effective business storytelling strategies..
You keep hearing how story is the latest-and-greatest business tool, and that storytelling can do everything-from helping leaders better communicate to motivating sales teams and winning customers away from competitors.
But what stories do you need to tell? And how do you tell them?
In Stories That Stick, Kindra Hall, professional storyteller and nationally-known speaker, reveals the four unique stories you can use to differentiate, captivate, and elevate:…
Influence is the art of getting others to take your lead—to believe something or do something you want them to do. The most effective leaders excel at influencing others ethically. Based on decades of research, this book describes the methods ethical leaders use to influence others through logical persuasion, modeling, negotiating, socializing, inspiring, and questioning.
Elements of Influence reveals the basics you need to generate more positive outcomes in both business and life: how to pick up on the societal and cultural cues that reveal others’ motivations and unlock the secrets to getting what you want while satisfying others in the process. You’ll also learn how frauds and bullies try to get their way through threats, intimidation, and manipulation—and how to counter their tactics.
I grew up a fan of an evening news segment called “On the Road with Charles Kuralt.” Kuralt spotlighted upbeat, affirmative, sometimes nostalgic stories of people and places he discovered as he traveled across the American landscape. The charming stories he told were only part of the appeal; the freedom and adventure of being on the open road ignited a spark that continues to smolder. Some of my fondest memories from childhood are our annual family road trips, and I still jump at the chance to drive across the country.
Head West in 1865 with two life-long friends looking for adventure and who want to see the wilderness before it disappears. One is a wanderer; the other seeks a home he lost. The people they meet on their journey reflect the diverse events of this time period–settlers, adventure seekers, scientific expeditions, and Indigenous peoples–all of whom shape their lives in significant ways.
This is a story of friendship that casts a different look on a time period which often focuses only on wagon trains or gunslingers.
After four years of adventure in the frontier, Win Avery returns to his hometown on the edge of the prairie and tracks down his childhood friend, Jeb Dawson. Jeb has just lost his parents, and, in his efforts to console him, Win convinces his friend to travel west with him―to see the frontier before it is settled, while it is still unspoiled wilderness.
They embark on a free-spirited adventure, but their journey sidetracks when they befriend Meg Jameson, an accomplished horsewoman, lost on the Nebraska prairie. Traveling together through the Rocky Mountain foothills, they run into Gray Wolf, an Arapaho…
