You Have More Influence Than You Think: How We Underestimate Our Powers of Persuasion, and Why It Matters...

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Vanessa Bohns (Cornell University)

You Have More Influence Than You Think

How We Underestimate Our Powers of Persuasion, and Why It Matters

Vanessa Bohns (Cornell University)

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English

WW Norton & Co
19 February 2023

The self, ego, identity, personality

If you've ever felt ineffective, invisible, or inarticulate, chances are you weren't actually any of those things. Those feelings may instead have been the result of a lack of awareness we all seem to have for how our words, actions, and even our mere presence affect other people.

In You Have More Influence Than You Think social psychologist Vanessa Bohns draws from her original research to illustrate why we fail to recognize the influence we have, and how that lack of awareness can lead us to miss opportunities or accidentally misuse our power.

Weaving together compelling stories with cutting edge science, Bohns answers the questions we all want to know (but may be afraid to ask): How much did she take to heart what I said earlier? Do they know they can push back on my suggestions? Did he notice whether I was there today? Will they agree to help me if I ask?

Whether attending a meeting, sharing a post online, or mustering the nerve to ask for a favor, we often assume our actions, input, and requests will be overlooked or rejected. Bohns and her work demonstrate that people see us, listen to us, and agree to do things for us much more than we realize-for better, and worse.

You Have More Influence Than You Think offers science-based strategies for observing the effect we have on others, reconsidering our fear of rejection, and even, sometimes, pulling back to use our influence less. It is a call to stop searching for ways to gain influence you don't have and to start recognizing the influence you don't realize you already have.

By: Vanessa Bohns (Cornell University)
Imprint: WW Norton & Co
Country of Publication: United States
Dimensions: Height: 211mm, Width: 140mm, Spine: 18mm
Weight: 202g
ISBN: 9781324035954
ISBN 10: 1324035951
Pages: 256
Publication Date: 19 February 2023
Audience: General/trade , ELT Advanced
Format: Paperback
Publisher's Status: Active

Vanessa Bohns is a professor of organizational behavior at Cornell University. Her writing has appeared in the New York Times and Harvard Business Review, among other publications. She lives in upstate New York.

Reviews for You Have More Influence Than You Think: How We Underestimate Our Powers of Persuasion, and Why It Matters

Soulful, eloquently written, and vital reading for anyone who wants to leave the world a better place. Bohns strikes the perfect balance between cutting-edge science and vivid storytelling. -- Adam Alter, New York Times best-selling author of Irresistible Unlike other books on this subject, which tend to focus on how we can increase our influence, Bohns tries to explain how we can employ the influence we already possess but might not appreciate we have. -- Financial Times Bohns reveals an enormously empowering secret: In many situations, we don't recognize the great influence we possess. -- Robert Cialdini, New York Times best-selling author of Influence and Pre-suasion Read this outstanding and long-needed book to feel empowered, but also read it because it will make you more mindful of the influence you have on other people every day. It will forever change how you understand and see influence. -- Amy Cuddy, author of Presence