Kurt Mortensen is an international authority on charisma, negotiation, and influence. Kurt has spent over 20 years researching influence, leadership, sales, persuasive presentations, and he teaches at the university level. Kurt is the author of Persuasion IQ, Laws of Charisma, and the best-selling book Maximum Influence. His books have been translated into 28 languages. He is also the host of the popular podcast Maximize Your Influence. Mortensen teaches that professional success, personal relationships, and leadership all depend on the ability to persuade, influence, and motivate others. The key is to get others to want to do, what you want them to do and like doing it.
Influence is all about getting someone to change and accept your beliefs or ideas. I love that this book has five authors coming together to share how to change others' behavior. What works and what does not work based on studies and research. They looked at hundreds of successful influencers and categorized the keys to change and the art of influence. These principles are boiled down to easy-to-apply concepts.
CHANGE YOUR COMPANY. CHANGE THE LIVES OF OTHERS. CHANGE THE WORLD.
An INFLUENCER leads change. An INFLUENCER replaces bad behaviorswith powerful new skills. An INFLUENCER makes things happen. This is what it takes to be an INFLUENCER.
Whether you're a CEO, a parent, or merely a person who wants to make a difference, you probably wish you hadmore influence with the people in your life. But most of us stop trying to make change happen because we believe itis too difficult, if not impossible. We learn to cope rather than learning to influence.
I’m a systems thinker (Senior Fellow at an environmental think tank, author of 14 books and hundreds of essays) who’s addicted to trying to understand the world. After a few decades, the following is my state of understanding. Power is everywhere and determines everything in our lives. Whether due to the physical power of energy channeled through technology, or the social power of organizations and money, we’re enabled or disabled daily. During the last century, fossil-fueled humanity has overpowered planetary systems, as evidenced by climate change, species extinctions, and resource depletion. Few think critically about power. Unless we start doing so, we may be inviting the ultimate disempowerment—extinction.
Social power is the ability to change the thoughts and behavior of other people. Power affects many people like a drug: they become addicted to wielding power or serving the powerful. We’re all embedded in webs of hierarchy and rank that often make us literally crazy. This rather obscure book does a good job of summarizing an enormous trove of research by clinical psychologists on the pathologies of power.
Addressing an issue of central concern in social life, this authoritative book examines how having or lacking power influences the way individuals and groups think, feel, and act. Leading international experts comprehensively review classic and contemporary research with an eye toward bridging gaps across theories and levels of analysis. Compelling topics include the evolutionary bases of power; its effects on physiological processes, cognitive abilities, and health; what sorts of people are given power; when, how, and whom power corrupts; and power dynamics in gender, social class, and ethnic relations. The integrative concluding chapter presents a cogent agenda for future research.
My Last Innocent Year is about a young woman losing innocence and gaining wisdom (the flip side of the coin) as she does the hard and necessary work of becoming herself. As Isabel navigates the transition from child to adult, she discovers that adults are, in fact, as lost and confused as she is. The books I have chosen are ones that explore the sometime (often) painful process of growing up and the joy that comes from learning that our voice matters. As the mother of three teenagers, I feel I’m witnessing this transition in real time.
“Tell me what you can’t forget, and I’ll tell you who you are.”
Thus begins Marlena, Julie Buntin’s debut novel about Marlena and Cat, who meet as fifteen-year-olds in rural Michigan. Their friendship is intense and complicated, and right from the start, we know that Cat is the only one who makes it out alive.
Buntin’s writing perfectly captures the voice and texture of adolescence, and her book is a model for how to maintain tension in a story when you find out early on (page 6 to be exact) that one of the main characters is dead.
The sections featuring Cat as an adult show that while she may have left her small town behind, she can’t escape her past.
Marlena is a vivid portrayal of an intoxicating friendship and the dangers it leads to; perfect for fans of The Girls by Emma Cline and My Brilliant Friend by Elena Ferrante.
Everything about fifteen-year-old Cat's new town in rural Michigan is lonely and off-kilter, until she meets her neighbour, the manic, beautiful, pill-popping Marlena. Cat, inexperienced and desperate for connection, is quickly lured into Marlena's orbit by little more than an arched eyebrow and a shake of white-blonde hair. As the two girls turn the untamed landscape of their desolate small town into a kind of playground, Cat catalogues a…
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!
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…
I found myself leading a newsroom in my mid-20s. No one took me aside and told me how to lead a group of ambitious reporters, most of whom were half-again my age. Maybe that’s the same for you. There are lots of leadership books, and it’s easy to go astray (A fellow editor quoted Machiavelli a lot; it didn’t work out well for him). Instead, I found good guidance in authors who advised me to be authentic, think differently, and lead with compassion. Many years have since passed, and I’ve had the privilege to lead great teams and mentor many young leaders. We always start with being more human.
The best leaders are great influencers, persuading people to get behind an initiative, adopt a new approach, and maybe even have a change of mind.
Turns out that many of the ways we’re taught to influence – make a strong argument, show compelling data, insist that we are right, among other tactics – simply don’t work with the way our brains are wired. In this deeply researched yet highly readable book, neuroscientist Tali Sharot unwraps the mysteries of persuadable brains and leaves you with the tools to better advocate for your ideas at work and beyond.
Selected as a best book of 2017 by Forbes, The Times, Huffington Post, Bloomberg, Greater Good Magazine, Stanford Business School and more.
'A timely, intriguing book' Adam Grant, New York Times bestselling author of Originals and Give and Take
'This profound book will change your life. An instant classic' Cass R. Sunstein, bestselling co-author of Nudge
Part of our daily job as humans is to influence others; we teach our children, guide our patients, advise our clients, help our friends and inform our online followers. We do this because we each have unique experiences and knowledge that others may not.…
Thomas
Sowell is the most important and famous intellectual most people have
never heard of.
In an age of disinformation and distrust of authority, he cuts
through all the haze, the fake experts, and gives you hope that humanity might
actually be able to get to the truth, eventually.
This book brilliantly shows
you how “great minds” have gone wrong on almost every topic (law, economy,
public policy, race, etc.) because they are too committed to their political
programs and self-glory rather than the truth. You will never listen to another
talking head or self-confident academic quite the same way after
reading Thomas Sowell.
This much revised and reorganized edition of Intellectuals and Society is more than half again larger than the first edition. Four new chapters have been added on intellectuals and race, including a chapter on race and intelligence. These new chapters show the radically different views of race prevailing among the intelligentsia at the beginning of the twentieth century and at the end- and yet how each of these opposite views of race had the same dogmatic quality and the same refusal to countenance differing opinions among their contemporaries, much less engage dissenting opinions in serious debate. Moreover, each of these…
We live in the age of selfies, when it’s easy to snap a picture of ourselves in the day-to-day activities of our lives. But a deeper and far more satisfying journey is to take a selfie of our inner selves to better understand who we are, what we want, and how to get it. I’ve spent a lifetime on this journey. Self discovery and self understanding, and through them self-empowerment, these are the essence of my work. As a #1 bestselling author, my purpose is to help others discover their purpose, and live it. The five books I’ve recommended here have helped me greatly along that path.
Entire industries exist to manipulate us based on characteristics of human psychology that nature has programmed into us. An important part of knowing ourselves is to know these characteristics and understand how to use them for our benefit, instead of the benefit of those who would use our human nature against us.
Influence: Science and Practice is an examination of the psychology of compliance (i.e. uncovering which factors cause a person to say "yes" to another's request).
Written in a narrative style combined with scholarly research, Cialdini combines evidence from experimental work with the techniques and strategies he gathered while working as a salesperson, fundraiser, advertiser, and in other positions inside organizations that commonly use compliance tactics to get us to say "yes." Widely used in classes, as well as sold to people operating successfully in the business world, the eagerly awaited revision of Influence reminds the reader of the power of…
I’m a professional keynote speaker and author that has studied the pillars of high performance for most of my life. This journey started through basketball, as I was able to work with, work alongside, and observe many of the game’s top players and coaches and witness firsthand the disciplines, rituals, and routines they modeled in pursuit of optimal performance on and off the court. That transitioned into the business world where I not only watched these foundational principles be applied by executives and entrepreneurs… but I applied them to my own life and business as well.
The brilliance of Exactly What to Say is in its brevity and simplicity. It was built on the premise that when you ‘change your words you change your world’ and how what we say heavily impacts our ability to influence others. It is full of practical, actionable concepts on word choice and phrasing that can be implemented immediately by anyone looking to the effectiveness of their communication. While this book is a quick read–it is incredibly profound and powerful.
Often the decision between a customer choosing you over someone like you is your ability to know exactly what to say, when to say it, and how to make it count. Phil M. Jones has trained more than two million people across five continents and over fifty countries in the lost art of spoken communication. In Exactly What to Say, he delivers the tactics you need to get more of what you want.
I love to read books. I read over 100 books a year and really try to implement principles and tips from those that I love. I also hate traditional sales advice and have worked on building my business differently from the typical salesperson, trying to serve my clients better by learning and practicing in a different way. Nothing happens until somebody sells something, but there is a better way. That’s why I wrote my book, The Mental Game of Real Estate, about the same principles that I teach my agents every day.
If you are going to read one book about how to be a better salesperson, read this one. Cialdini is a master, and most modern sales psychology books are built off of his work in this book. I have used all six of the principles that he lays out in this book to grow the real estate business, but I especially love the principle of reciprocity.
In a nutshell, this is the power of giving gifts to build relationships, and it is one of the main things I learned from reading to grow my business. When I show a property, I bring water, snacks, and beer. I follow up with my clients with at least 5 personal gifts a year. Cialdini also teaches the power of accepting gifts from others, and I always accept a glass of water, a snack, or anything else my clients offer me. You are not…
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…
Kurt Mortensen is an international authority on charisma, negotiation, and influence. Kurt has spent over 20 years researching influence, leadership, sales, persuasive presentations, and he teaches at the university level. Kurt is the author of Persuasion IQ, Laws of Charisma, and the best-selling book Maximum Influence. His books have been translated into 28 languages. He is also the host of the popular podcast Maximize Your Influence. Mortensen teaches that professional success, personal relationships, and leadership all depend on the ability to persuade, influence, and motivate others. The key is to get others to want to do, what you want them to do and like doing it.
I love the science behind influence and changing minds. This Harvard professor and psychologist shares the science and gets into the nitty gritty of shifting someone’s beliefs. I love to geek out on the studies and charts that are shared in this book. He provides a process for persuasion and how to influence in stages. He helps us realize we all persuade and influence every day and in every career.
Think about the last time you tried to change someone's mind about something important: a voter's political beliefs; a customer's favorite brand; a spouse's decorating taste. Chances are you weren't successful in shifting that person's beliefs in any way. In his book, Changing Minds, Harvard psychologist Howard Gardner explains what happens during the course of changing a mind -- and offers ways to influence that process. Remember that we don't change our minds overnight, it happens in gradual stages that can be powerfully influenced along the way. This book provides insights that can broaden our horizons and shape our lives.
