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Influence and Persuasion

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Changing hearts is an important part of changing minds. With research into how appeals to human emotion can help you make your case and earn authority as a leader, this book presents both comprehensive frameworks for developing influence and small, simple tactics that you can use to convince others every day. How to be human at work. The HBR Emotional Intelligence Series fe Changing hearts is an important part of changing minds. With research into how appeals to human emotion can help you make your case and earn authority as a leader, this book presents both comprehensive frameworks for developing influence and small, simple tactics that you can use to convince others every day. How to be human at work. The HBR Emotional Intelligence Series features smart, essential reading on the human side of professional life from the pages of Harvard Business Review. Each book in the series offers proven research showing how our emotions impact our work lives, practical advice for managing difficult people and situations, and inspiring essays on what it means to tend to our emotional well-being at work. Uplifting and practical, these books describe the social skills that are critical for ambitious professionals to master.


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Changing hearts is an important part of changing minds. With research into how appeals to human emotion can help you make your case and earn authority as a leader, this book presents both comprehensive frameworks for developing influence and small, simple tactics that you can use to convince others every day. How to be human at work. The HBR Emotional Intelligence Series fe Changing hearts is an important part of changing minds. With research into how appeals to human emotion can help you make your case and earn authority as a leader, this book presents both comprehensive frameworks for developing influence and small, simple tactics that you can use to convince others every day. How to be human at work. The HBR Emotional Intelligence Series features smart, essential reading on the human side of professional life from the pages of Harvard Business Review. Each book in the series offers proven research showing how our emotions impact our work lives, practical advice for managing difficult people and situations, and inspiring essays on what it means to tend to our emotional well-being at work. Uplifting and practical, these books describe the social skills that are critical for ambitious professionals to master.

30 review for Influence and Persuasion

  1. 5 out of 5

    Elias Thomase

    I enjoyed this read. I felt growth from reading this book. If you are looking to grow youself in the best ways I recommended this book.

  2. 4 out of 5

    Juliana

    Cómo manipular a la gente a través del gaslighting y la presión social; el libro.

  3. 5 out of 5

    Balkan Şencan

    Serinin önceki bölümleri gibi bu kitaba da üç yıldız verdim; nedeni ise işlediği konuyu sadece iş dünyasına yönelik olarak son derece yüzeysel ve pragmatik bir dille ele alıyor oluşu; yine de işe yarar teknikler yönünden faydalı olarak düşünülebilir; yine de büyük bir beklenti içerisinde olmamak lazım.

  4. 5 out of 5

    Trinh Chau

    I enjoyed this easy read. Some more things to note down for professional growth. 1. Four components of influence: taking charge and understanding the roles that positional power, emotion, expertise, and nonverbal signals play 2. The Science of Persuasion: - People like those who like them: find real similarities and offer genuine praise - People repay in kind: give what you want to receive - Social proof: Use peer power whenever it’s available - Consistency: people align with their clear commitment I enjoyed this easy read. Some more things to note down for professional growth. 1. Four components of influence: taking charge and understanding the roles that positional power, emotion, expertise, and nonverbal signals play 2. The Science of Persuasion: - People like those who like them: find real similarities and offer genuine praise - People repay in kind: give what you want to receive - Social proof: Use peer power whenever it’s available - Consistency: people align with their clear commitments, so make their commitments active, public and voluntary - Authority: people defer to experts, so expose your expertise, don’t assume it’s self-evident - scarcity: highlight unique benefits and exclusive information 3. 3 things managers should be doing everyday: - building trust - building a team - building a broader network 4. Charismatic leadership tactics (CLTs): - connect, compare and contrast - engage and distill by rhetorical questions - show integrity, authority and passion: animated voice, facial expressions and gestures 5. To win people over, speak to their wants and needs 6. Storytelling that moves people. Self-knowledge is the root of all great storytelling. Great storytellers & great leaders are skeptics who understand their own masks as well as the masks of life, and this understanding makes them humble. They see the humanity in others and deal with them in a compassionate yet realistic way. 7. The surprising persuasiveness of a sticky note: a small personal touch will go a long way toward getting the wanted results

  5. 5 out of 5

    Miguel Hortiguela

    Some interesting, all-be-it, familiar ideas. I did, however, reread the chapter on Storytelling. One can never go wrong with a periodic dose of this type of material, as it either reminds us of something we've heard before but haven't implemented, or reinforces our current practices and encourages us to keep up the good work. This is a very small book and a quick read. Really a couple of hours at most. Some interesting, all-be-it, familiar ideas. I did, however, reread the chapter on Storytelling. One can never go wrong with a periodic dose of this type of material, as it either reminds us of something we've heard before but haven't implemented, or reinforces our current practices and encourages us to keep up the good work. This is a very small book and a quick read. Really a couple of hours at most.

  6. 4 out of 5

    Ramón Calatayud

    “La lógica es lenta, la intuición es rápida” es uno de los muchos consejos que puedes encontrar en #InfluenciaYPersuasión, #libro escrito por la #HarvardBusinessReview. Aquí puedes #leer la sinopsis del libro y conseguirlo: https://amzn.to/3FQE5Ve “Influencia y persuasión” es una master class en formato libro (también está disponible en versión #audiolibro, en #Audible). Hacía tiempo que no me topaba con un libro corto de empresa con tanta información útil y práctica. Me gusta porque la Harvard Bu “La lógica es lenta, la intuición es rápida” es uno de los muchos consejos que puedes encontrar en #InfluenciaYPersuasión, #libro escrito por la #HarvardBusinessReview. Aquí puedes #leer la sinopsis del libro y conseguirlo: https://amzn.to/3FQE5Ve “Influencia y persuasión” es una master class en formato libro (también está disponible en versión #audiolibro, en #Audible). Hacía tiempo que no me topaba con un libro corto de empresa con tanta información útil y práctica. Me gusta porque la Harvard Business Review va directa al grano, concentra en pocas palabras, sin dar rodeos, los conceptos que desean expresar. No es un libro con muchos ejemplos práctico porque la teoría está muy bien explicada. Es un resumen, muestra el ABC de las relaciones sociales (tal y como puedes leer en las frases que acompañan a esta reseña). Influencia y persuasión están relacionadas con tu capacidad de empatizar con el otro. Si no te gustan las personas, no podrás influir y persuadir. “Hay personas que saben usar el silencio para dominar una conversación”. “Conocimiento sin pasión puede ser ineficaz”. “Si caes bien a alguien, te cae bien”. “Si quieres influir, haz amistades”. “Principio de reciprocidad: la gente paga con la misma moneda”. “La influencia se ejerce mejor en horizontal, que en vertical”. “La gente es fiel a compromisos claros”. “La gente, por regla general, cuando escribe algo, lo cumple”. “Las declaraciones por escrito se hacen más fuertes, si se hacen públicas”. “La gente respeta a los expertos”. “La gente quiere más de lo que menos puede tener”. “Las posibles pérdidas toman más peso en la toma de decisiones, que las posibles ganancias”. “No se puede influir en alguien que no confía en ti”. “El carisma se basa en valores y sentimientos”. “Los líderes necesitan conocimientos técnicos”. “Las historias y anécdotas hacen más atractivo el mensaje”. “Los oprimidos nunca pueden darse por satisfechos”. “La gente se siente más receptiva si siente que es escuchada”. “Los actos de la gente no se estimulan solo con la razón”. “Seguimos a la gente que creemos”. “Cuanto más consciente eres de tu humanidad, mejor conectas con los demás”. “Hay que vender al cliente intuitivo”. “Pasamos demasiado tiempo en propuestas de ventas que luego no llegan a ningún sitio”. “El pensamiento consciente se satura cuando hay demasiada información”. Esta frase resume a la perfección el problema de la sociedad actual. Verdad y mentira se entremezclan, y el mentiroso lo sabe, utiliza esta estrategia para posicionar sus intereses. Si eres directivo, comercial, trabajas de cara al público, o simplemente deseas mejorar tus relaciones sociales, “Influencia y persuasión” es una buena elección. Tendrás en tus manos un curso por el precio de un libro.

  7. 5 out of 5

    Kemmy

    This review has been hidden because it contains spoilers. To view it, click here. A very light read and can be done in couple of hours but the messages delivered are very nice and interesting. I personally like the storytelling article the best as I agree that it could attract more attention and persuade the others since we also use emotions while telling the story (it sounds more interesting when people tell a story no?) I also like the post it notes article. I usually left a note with their name at the top and my name at the bottom when I left some paper works on my colleagu A very light read and can be done in couple of hours but the messages delivered are very nice and interesting. I personally like the storytelling article the best as I agree that it could attract more attention and persuade the others since we also use emotions while telling the story (it sounds more interesting when people tell a story no?) I also like the post it notes article. I usually left a note with their name at the top and my name at the bottom when I left some paper works on my colleagues desk. Never really thought to personalize it whatsoever (just so they know it’s from me usually) but apparently there’s a research about that, which I find really interesting

  8. 4 out of 5

    Anh

    Đưa ra những công cụ, keyword thường thức, hữu ích với người mới. Tuy nhiên, mình không thích lối hành văn kể chuyện nhiều hơn tư duy, chưa chắt lọc về đơn giản. Tác giả phần story-telling đúng là có kể chuyện tốt hơn các tác giả còn lại. Tuy nhiên mình chưa thấy hết được nhiều tinh túy qua chương này. Tệ nhất với mình là các chương về sức hút. Nhìn chung, vẫn còn khá hơi hướm cách diễn giải của các quyển self-help. Không tệ đâu, nhưng cách dịch quyển này của AlphaBooks khá cứng nhắc. Nhiều chi Đưa ra những công cụ, keyword thường thức, hữu ích với người mới. Tuy nhiên, mình không thích lối hành văn kể chuyện nhiều hơn tư duy, chưa chắt lọc về đơn giản. Tác giả phần story-telling đúng là có kể chuyện tốt hơn các tác giả còn lại. Tuy nhiên mình chưa thấy hết được nhiều tinh túy qua chương này. Tệ nhất với mình là các chương về sức hút. Nhìn chung, vẫn còn khá hơi hướm cách diễn giải của các quyển self-help. Không tệ đâu, nhưng cách dịch quyển này của AlphaBooks khá cứng nhắc. Nhiều chi tiết thừa. Cảm giác phần lớn được dịch từng chữ, đọc hơi khó chịu.

  9. 4 out of 5

    Isidro López

    Libro interesante, aunque me deja con una típica sensación de este tipo de lecturas: la de estar en frente de una lectura "fast food" superficial sobre el comportamiento humano (aunque entiendo que en parte ésa es la idea de este tipo de publicaciones). Tiene su punto en cualquier caso, y siempre está bien como disparador para profundizar en otras cuestiones. Otra de las inquietudes que me despierta es hasta qué punto los estudios presentados son "anecdóticos" o no. Aún así, supongo que recomendar Libro interesante, aunque me deja con una típica sensación de este tipo de lecturas: la de estar en frente de una lectura "fast food" superficial sobre el comportamiento humano (aunque entiendo que en parte ésa es la idea de este tipo de publicaciones). Tiene su punto en cualquier caso, y siempre está bien como disparador para profundizar en otras cuestiones. Otra de las inquietudes que me despierta es hasta qué punto los estudios presentados son "anecdóticos" o no. Aún así, supongo que recomendaría su lectura: en el peor de los casos, es bastante ameno :-)

  10. 4 out of 5

    Josh Cramer

    Like others in the HBR Emotional Intelligence series, there were lots of great ideas that I know I will continue to reference and review over the coming years. One of my favorites, though, is the reminder that "emotion is simply the way the unconscious communicates its decisions to the conscious mind." When trying to help others buy into a complicated solution, you must appeal to their emotion (elephant, for those Switch people out there), while if it isn't complicated, appealing to logic (or th Like others in the HBR Emotional Intelligence series, there were lots of great ideas that I know I will continue to reference and review over the coming years. One of my favorites, though, is the reminder that "emotion is simply the way the unconscious communicates its decisions to the conscious mind." When trying to help others buy into a complicated solution, you must appeal to their emotion (elephant, for those Switch people out there), while if it isn't complicated, appealing to logic (or the rider) works just fine.

  11. 4 out of 5

    Amé Morency

    Like most HBR books, this is a collection of smaller articles about various subjects related to influence and persuasion. Some were interesting, others, not at much. Some articles were mostly full of examples with no actual actionable items such as X person did this and that happened. I found a few interesting ideas in there. Found this book in the lost and founds at work. Started it on my way home and forgot about it. Just finished it yesterday. 2/5 stars- Meh.

  12. 4 out of 5

    S.

    A good lesson in management and leadership. I think I'll order the series for a continuous reminder for all those times I lose track of how to sell, defend and prioritize actions When to address logic and when to address emotions For simple purchases address the logical side for a complex decision aim for intuition Logic is slow meanwhile intuition is fast! A good lesson in management and leadership. I think I'll order the series for a continuous reminder for all those times I lose track of how to sell, defend and prioritize actions When to address logic and when to address emotions For simple purchases address the logical side for a complex decision aim for intuition Logic is slow meanwhile intuition is fast!

  13. 5 out of 5

    Darya

    I loved the book thanks to the great collection of articles on the topic, definitely spot on! The book is short but the information it delivers absolutely well invested. I have got great tips on charisma, selling tactics (rational and irrational), great team management, storytelling techniques and a lot of other things.

  14. 5 out of 5

    Lake Reads

    I liked the book. It was interesting, it was intriguing, but I could really grasp it as much as I wanted to. This might be a re-read for me. And maybe even quicker from the first time. It is a page turner in my opinion. I liked the examples in the book and had you connect to real life so well. Maybe this is an under view? I don’t know. But it was in between 3 and 4 stars for me.

  15. 5 out of 5

    Amanda

    1. Understanding the Four Components of Influence 2. Harnessing the Science of Persuasion 3. Three things managers should be doing every day 4. Learning Charisma 5. To win people over, speak to their wants and needs 6. Storytelling that moves people 7. The surprising persuasiveness of a sticky note 8. When to sell with facts and figures, and when to appeal to emotions.

  16. 4 out of 5

    Lalo Carvajal

    Sobre simplificado , corto y conciso . Lleno de anécdotas y extractos de otros títulos , creo que para personas que no estén familiarizados con el tema , es una buena lectura introductoria, de lo contrario cuestionaría su valor académico . En un día o dos lo terminas .

  17. 5 out of 5

    Burak Bayaz

    good read of hbr articles collection - Articles are not connected to each other but seperately got to read - the recommendations are backed well with examples, yet real life examples were given a bit simplistic and shortsighted

  18. 5 out of 5

    Dave

    The art of storytelling is a key feature of influence and persuasion. One of the stories involving Churchill in 1945 after Victory Day is perhaps one of the most thought provoking speeches I’ve ever read. This so far is one of my favorites in the box set.

  19. 4 out of 5

    Priyanka

    This was an okay book and except a couple of articles, the collection was average. Robert McKee interview was quite interesting and I would love to read more about it. But yeah, the purpose of these books is provide ideas.

  20. 4 out of 5

    Chev Chelios

    Some quotes summarize the content and my intention to read this: Changing Hearts is an important part of changing Minds. Rather than thinking of intuition as irrational, think of it this way: An emotion is simply the way for the unconscious mind to communicate its decision to the conscious mind.

  21. 5 out of 5

    Patrick Roth

    ok but not great. Nothing new and nothing interesting - geared toward leadership. I would like more depth and a less manipulative description of influence and persuasion. This may be good for those who have not read the work of Cialdini or Dale Carnegie.

  22. 5 out of 5

    Lina

    3.5 stars, in reality. It has some good insights and good points, with nice examples, but definitely has to be re-read at least once again, for the points to stuck. Reading it was super quick and easy, without getting too preachy or boring. So, yeah, I liked it, and I think it does add value.

  23. 4 out of 5

    Simon Rocco

    Ok. Excessively priced for very brief summaries on more thorough works by the contributing authors. Ok as a very light introduction of the topics covered, but I would recommend reading the original works by the authors

  24. 5 out of 5

    Jay

    Has some interesting techniques such as creating a list of 3 things to make it feel complete, finding a balance between emotion and logic for persuading without authority.

  25. 4 out of 5

    ❀ Susan G

    As I work with a group of amazing women to advocate for human rights including the right to choose, this collection of Harvard Business School articles provides some great tips and reminders.

  26. 5 out of 5

    Donato Simeone

    Ottimo per i contenuti e per la scorrevole scrittura in lingua inglese

  27. 5 out of 5

    AlexandraPtl

    Reading this in 2022, I found the info very outdated and common sense if you ve worked in corporate for 5 years or so. Very introductory

  28. 4 out of 5

    Ryan Malin

    quick, concise, and dense with relevant information that is applicable.

  29. 5 out of 5

    Miguel Pinto

    this is a healthy dose of knowledge. it was refreshing to review all the things that help me on a daily basis. not being brilliant it was a good read.

  30. 5 out of 5

    Matthew Becker

    Anthology of articles and excerpts. Some were great and others meh. Nothing to tie them together.

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