Zoe Chance has been a telemarketer, a door-to-door salesperson, and the brand manager for massive accounts. Years spent trying to get people to buy stuff they didn't really want or need taught her something fundamental about human nature and about how to really influence people over the long term: The transactional approach just doesn't work. So Chance went to Harvard Business School, where she worked with famous behavioral scientist Dan Ariely, author of Predictably Irrational, to understand what did.
Of the hundreds of books written about influence, nearly all focus narrowly on one-time transactions that are often framed in the winner-take-all language of the battleground. But nobody wants to be a target, and few of us want to think of our colleagues, family members, or even customers that way.
When we shift our focus away from short-term transactional influence, we see that to be genuinely influential we need to work together with other people rather than trying to have power over them. Chance shows us how and why we need to listen with the purpose of liking another person rather than trying to be liked; ask the magic question, "What will it take?"; reduce friction for others, making it easier for them to take action after they've said yes; diminish our diminishers ("I'm sorry," "I could be wrong," etc.); say no; and use every negotiation as a way to make things better for everyone involved.
In Influence for Nice People, Chance distills her extensive research into real-life applications that will help you make meaningful change in your life, your work, and the wider world.
- Publisher: Random House US
- ISBN: 9780593446232
- Format: Paperback
211 mm x 140 mm