Influence: Mastering Life's Most Powerful Skill [repost]

Posted By : FenixN | Date : 27 Mar 2015 23:18:50 | Comments : 0 |

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Influence: Mastering Life's Most Powerful Skill

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Genre: Psychology

Influence and persuasion arent just abstract concepts of interest exclusive to psychologists and
sociologists. Rather, theyre a fundamental part of your everyday life. Whether you realize it or
not, youre constantly surrounded by people and groups trying to influence the way you think,
act, and feel.
But you dont have to let influence just happen to you. Instead of merely following the will of others,
you can actively take charge of your decisionsand your lifeby grasping the science behind how
influence works and by strengthening your own skills at influence and persuasion. And whether
youre in the corporate boardroom or at the family dinner table, youll find yourself reaping a wealth
of rewards when it comes to the myriad ways you interact with other people and groups on a daily
basis.
To master the art and craft of influence, the most powerful skill a person in 21st-century society can
have, is to
vastly increase your chances of achieving your particular goals, both at work and at home;
strengthen your ability to persuade supervisors, coworkers, family members, and others that your
opinions are the right ones;
enhance the effectiveness with which you negotiate, shop, speak to groups, and engage in other
activities; and
protect yourself from the machinations of con artists and others who would use the tools of influence
to your detriment.
Now, in Influence: Mastering Lifes Most Powerful Skill, discover everything you need to tap into the
hidden powers of influence and persuasionand use them to enhance your personal and

professional life in ways you never thought possible. Delivered by award-winning Professor Kenneth
G. Brown of The University of Iowa, an expert in management and a certified Senior Professional in
Human Resources, these 12 lectures will teach you in clear and accessible language how and why
influence works. Packed with eye-opening scientific and sociological experiments, case studies from
fields including business and politics, practical exercises to test your skills, and more, this course will
show you how to harness the power of influence at home, at work, at the store, in your social life,
and anywhere else you may need it.
Learn the Foundation of How to Influence
Your ability to successfully influence othersincluding your children, your spouse, or your bossis
rooted in how well you can grasp and use the four fundamental components of any influence
attempt. To help you, Professor Brown introduces what he calls the ATTiC model, which represents
these four elements.
Agents: These are the individuals or groups who are doing the influencing. What makes them so
successful? What makes them fail? Youll see how the seemingly magical ability to win people over
involves specific characteristics such as physical appearance, charisma, trustworthiness, and
membership in a shared group.
Targets: The individual or group youre hoping to influence is called your targetand some people
and groups are more likely to be persuaded (or tricked) than others. One characteristic that may
surprise you: age. Studies show that targets who are young adults or older adults are more prone to
being easily influenced than others.
Tactics: What methods and strategies of influence are more likely to increase your targets chances
of commitment? Professor Browns insights into influential tactics provide you with numerous tools,
including rational persuasion, which involves putting forth specific ideas for why a particular course
of action is the best way forward.
Context: Contextual cluessuch as scarcity of goods and the power of authorityare shortcuts that
our brain uses to make sense of our social world and to make what are generally quite good
decisions. Youll learn which of these psychological processes are under our control and which arent.
More than just a helpful acronym, the ATTiC model is the perfect metaphor for just how powerful
(and often overlooked) these components are. The four factors are much like the attic of a house,
Professor Brown notes. Its always there doing what it does, even when no one thinks about it. In
the same way, the factors that make us susceptible to influence are built into our basic psychology.
Discover WhereAnd HowInluence Works
From there, youll explore some of the many scientific and real-world applications of influence in
your everyday life. With the aid of eye-opening research on psychology and sociology, historical
examples from politics and business, and several in-depth case studies, youll get solid guidelines
and tips for how to become a more influential personand how to resist influence attempts when its
in your best interests to do so.
With his vivid teaching style, Professor Brown shows you how influence operates in several areas of
life you may or may not have considered, such as these:
Impression management, which involves constructing and cultivating your own personal brand to
strengthen your influential authority at work
Sales, where the best tactics to increase your chances of getting a sale (and a better tip) include
being genuinely interested in others, remembering names, and, easiest of all, smiling
Negotiation, where its important to use influence not just to get what you want but to make sure
you and your negotiating partner feel satisfied that the results are fair
Public speaking, where big business speeches or small family pep talks can benefit from a focus on
the positives and a demonstration of good will toward your audience.
Youll also get an experts insights into the ethics surrounding influence, and how you can use these
extraordinary tools to responsibly further your goals without becoming Machiavellian.

Practical Applications for a Practical Skill

Influence is a practical topic, notes Professor Brown, adding that youll find many opportunities to
apply what I present in this course to your everyday routines and interactions.
To do so, each lecture concludes with a couple of simple exercises and tasks that will help illuminate
what youve learned about influence and will increase your confidence in using the tools of
successful influencers.
Next time youre at a restaurant, learn your servers name and use it when addressing him or her.
Also, make sure to smile. See if these efforts affect the quality of the service you receive.
When you enter a negotiation where you hope for mutual agreement, use words like we and us
and see whether it creates a difference in the other partys approach to the deal.
When someone you dont know tries to gain your confidence, adopt the Russian proverb of trust but
verify by double-checking his or her story against an additional source.
These and other exercises are just a small part of the overall learning experience youll get from
Professor Brown, a management expert whose ability to teach to a range of audiencesfrom college
students to corporate professionals to laypeoplehas won him a wealth of awards and accolades,
including The University of Iowas highest teaching honor: the President and Provost Award for
Teaching Excellence.
His lectures will enlighten you, challenge you, inspire you, and possibly even transform you into a
savvier participant in the often overlooked ways that everyday life influences us. With the insights,
tools, and tips in Influence: Mastering Lifes Most Powerful Skill, youll be able to use influence on
behalf of any professional or personal goal, or for any cause that is near and dear to your heart.
Lectures:
1 A Model for Successful Influence
2 Characteristics of Influential Agents
3 The Dark Side of Influence
4 Characteristics of Suggestible Targets
5 Influence TacticsHard and Soft
6 How to Make the Most of Soft Tactics
7 How Context Shapes Influence
8 Practicing Impression Management
9 Selling and Being Sold
10 Delivering Effective Speeches
11 Developing Negotiation Skills
12 Becoming a Transformational Leader
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Life Lessons from the Great Books
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Long 19th Century: European History from 1789 to 1917
Luther Gospel, Law, and Reformation
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