The more I learn about the brain, the more I want to dig in and discover more. Why do we procrastinate? Why do people buy things? Why do some people naturally seem to have more influence than others? As an applied behavioral economist, I love unlocking these topics weekly on The Brainy Business podcast (where each person on this list has been a guest) and sharing those insights with the world. Three of the most downloaded episodes (in over 300) featured increasing influence (and authors showcased here), a key factor of being more impactful in life and at work. Enjoy your newfound influence!
Getting people to change is really hard. Would you agree? Most people do. But, as applied behavioral economist Melina Palmer shows in her second book, What Your Employees Need and Can’t Tell You, getting others to “buy in” on whatever idea you are selling (and change their behavior) doesn’t have to be hard. Inside you’ll find insight into how change really works, how to leverage the brain’s natural tendencies to increase your influence with anyone (even those who don’t report to you), and how to use Melina’s proven “It’s Not About The Cookie” framework to incorporate behavioral economics into everything from your emails to meetings to proposals to leading your teams and more.
I read a lot about the brain and how humans make decisions – and this book by David McRaney completely blew my mind.
Inspired by his own curiosity into why some people change their minds in incredibly drastic ways (like leaving a cult) when so many others remain stagnant. What is the difference? How can we use that insight to encourage better decision making and open mindedness?
David takes you on a journey of his own discovery with insights from experts, joining a team knocking on doors to understand voter polls, and so much more. The fundamental insights into how the brain is wired and how we can change our own minds (as well as those around us) is fascinating and a must-read for everyone who wants to be more influential.
Genes create brains, brains create beliefs, beliefs create attitudes, attitudes create group-identities, group identities create norms, norms create values, and values create cultures. The most effective persuasion techniques work backwards.
Ideas sweep across cultures in waves, beginning with early adopters who reduce uncertainty for the rest of the population. It's rarely because the innovation is amazing in and of itself, but because early adopters signal to the group that it's safe to think again.
This book explains how minds change - and how to change them - not over hundreds of years, but in less than a generation, in less…
Do you ever feel like everyone is watching you? What about all those other times when you feel like a fly on the wall – observing while not being noticed? Which is true? Are we invisible or is the world critiquing our every move?
It turns out…people notice us much more than we think (and, much less than we think). And as tends to happen with brain tricks, it is the opposite of how we think it should work. Once you understand this, you can easily leverage those insights to increase your influence.
As Vanessa shares in this great book, even being in the audience at a presentation can impact what the speaker says and how their own perspectives will change. Great news for the introverts – silent influence is real.
Whether attending a meeting, sharing a post online or mustering the nerve to ask for a favour, we often assume our actions, input and requests will be overlooked or rejected. However, as behavioural psychologist Vanessa K. Bohns reveals, people see us, listen to us and agree to do things for us much more than we realise.
In You Have More Influence Than You Think, Bohns draws from original research to illustrate why we fail to recognise the influence we have already and how that lack of awareness can lead us to miss opportunities or accidentally misuse our power. She offers…
We can’t have a list about influence without including the godfather of the space, Robert Cialdini.
The original version of this book featured six principles of persuasion when it came out in 1984 and has sold over 5 million copies around the world. In 2021, Dr. Cialdini released a new and expanded version with a 7th principle of influence. The full set now includes: reciprocity, commitment/consistency, consensus / social proof, authority, liking, scarcity, and (now) unity.
If you have not yet read this book and want to increase your influence at work (and anywhere in your life) Influence is an absolute must read. Yes, it is long at over 500 pages, but (much like Cialdini himself) they are all pure gold.
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…
There are countless amazing insights from Influence Is Your Superpower, by Yale’s Zoe Chance.
Three that stick with me the most for applying these insights at work are: 1) Zoe’s Magic Question of “What would it take?” This little question is so powerful in coming up with innovative solutions that increase buy-in from the person you are asking (and Zoe of course explains why in the book). 2) people are more likely to say yes to you than you may think, so simply asking is important to increasing your influence. 3) saying “no” is key to success (and isn’t as hard as it seems).
She encourages a 24-hours of “no” challenge that can help anyone get more comfortable with saying no.
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…
Speaking of saying “no” more often – this wonderful book by Vanessa Patrick digs deeper into why we need to say no, why it feels really hard, when you should say yes, and how to leverage empowered refusal so you can say no in a way that makes it so people won’t hate you.
For you and your team to get the important stuff done at work, you need to get really good at saying no to unimportant stuff. You can’t do it all, and too often we waste time on the wrong things. Learning how, when, and why to say no is such an important skill for anyone.
The Power of Saying No will help you do just that and increase your influence over yourself and your teams.
Stop saying yes. Start saying no. Change your life!
You have probably said "yes" to bosses, partners, family, friends, and even strangers, when you actually want to say "no." Maybe you wish you could say no more often, but you're not sure how or if it's even possible to do so. You're not alone! We're taught to say yes as often as we can. After all, if you say no, aren't you likely to miss out on opportunities and sever important relationships? Isn't saying no a harmony-buster?
In The Power of Saying No, award-winning professor and researcher Vanessa Patrick delves…
Trusted for more than three decades by family caregivers and professionals alike, this comprehensive and reassuring caregiving guide offers the crucial information you need to look after your elders and plan for the future.
Being a caregiver for aging parents, close friends and family, and other elders in your life is an overwhelming experience, whether you are one who has stepped into this role without warning or one who is also contemplating their own care plan. Now in its fourth edition, The Complete Eldercare Planner will help you navigate today’s complex caregiving landscape while addressing your unique needs.
Trusted for more than three decades by family caregivers and professionals alike, this comprehensive and reassuring caregiving guide offers the crucial information you need to look after your elders and plan for the future.
“The most complete resource between two covers.”—Woman’s Day
Being a caregiver for aging parents, close friends and family, and other elders in your life is an overwhelming experience, whether you are one who has stepped into this role without warning or one who is also contemplating their own care plan. Now in its fourth edition, The Complete Eldercare Planner will help you navigate today’s complex caregiving…
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