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18 episodes with you have more influence than you think
4 episodes with you have more influence than you think
3 episodes with you have more influence than you think
3 episodes with you have more influence than you think
4 episodes with you have more influence than you think
2 episodes with you have more influence than you think
2 episodes with you have more influence than you think
3 episodes with you have more influence than you think
2 episodes with you have more influence than you think
In You Have More Influence Than You Think (Norton, 2023) 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, Dr. 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. Our guest is: Dr. Vanessa Bohns, who is the Braunstein Family Professor and Chair of Organizational Behavior at Cornell University's ILR School. Professor Bohns holds a PhD in Psychology from Columbia University and an AB from Brown University. Her research has been published in top academic journals in psychology, management, and law, and has been featured in The New York Times, The Wall Street Journal, The Atlantic and The Economist, among others. She is the author of You Have More Influence Than You Think. Our host is: Dr. Christina Gessler, who works as a developmental editor. She is the producer and host of the Academic Life podcast. Playlist for listeners: Talking to Strangers Understanding Disinformation Do You Have Imposter Syndrome? Leading from the Margins Belonging: The Science of Creating Connection and Bridging Divides Teaching While Nerdy Welcome to Academic Life, the podcast for your academic journey—and beyond! You can support the show by downloading and sharing episodes. Join us to learn from experts inside and outside the academy, and around the world. Missed any of the 250+ Academic Life episodes? Find them here. And thank you for listening! Learn more about your ad choices. Visit megaphone.fm/adchoices Support our show by becoming a premium member! https://newbooksnetwork.supportingcast.fm/sociology
In You Have More Influence Than You Think (Norton, 2023) 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, Dr. 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. Our guest is: Dr. Vanessa Bohns, who is the Braunstein Family Professor and Chair of Organizational Behavior at Cornell University's ILR School. Professor Bohns holds a PhD in Psychology from Columbia University and an AB from Brown University. Her research has been published in top academic journals in psychology, management, and law, and has been featured in The New York Times, The Wall Street Journal, The Atlantic and The Economist, among others. She is the author of You Have More Influence Than You Think. Our host is: Dr. Christina Gessler, who works as a developmental editor. She is the producer and host of the Academic Life podcast. Playlist for listeners: Talking to Strangers Understanding Disinformation Do You Have Imposter Syndrome? Leading from the Margins Belonging: The Science of Creating Connection and Bridging Divides Teaching While Nerdy Welcome to Academic Life, the podcast for your academic journey—and beyond! You can support the show by downloading and sharing episodes. Join us to learn from experts inside and outside the academy, and around the world. Missed any of the 250+ Academic Life episodes? Find them here. And thank you for listening! Learn more about your ad choices. Visit megaphone.fm/adchoices Support our show by becoming a premium member! https://newbooksnetwork.supportingcast.fm/new-books-network
In You Have More Influence Than You Think (Norton, 2023) 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, Dr. 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. Our guest is: Dr. Vanessa Bohns, who is the Braunstein Family Professor and Chair of Organizational Behavior at Cornell University's ILR School. Professor Bohns holds a PhD in Psychology from Columbia University and an AB from Brown University. Her research has been published in top academic journals in psychology, management, and law, and has been featured in The New York Times, The Wall Street Journal, The Atlantic and The Economist, among others. She is the author of You Have More Influence Than You Think. Our host is: Dr. Christina Gessler, who works as a developmental editor. She is the producer and host of the Academic Life podcast. Playlist for listeners: Talking to Strangers Understanding Disinformation Do You Have Imposter Syndrome? Leading from the Margins Belonging: The Science of Creating Connection and Bridging Divides Teaching While Nerdy Welcome to Academic Life, the podcast for your academic journey—and beyond! You can support the show by downloading and sharing episodes. Join us to learn from experts inside and outside the academy, and around the world. Missed any of the 250+ Academic Life episodes? Find them here. And thank you for listening! Learn more about your ad choices. Visit megaphone.fm/adchoices Support our show by becoming a premium member! https://newbooksnetwork.supportingcast.fm/psychology
Our words, actions and even our presence can profoundly affect other people, but we often misread the situation or underestimate ourselves. Emotions and cognitive biases often get in the way.Through extensive behavioral research and workplace study, Vanessa Bohns — the Cornell ILR School's Braunstein Family Professor and chair of the organizational behavior department — has developed strategies for us to better observe our influence, reconsider our fear of rejection and sometimes even use our influence more sparingly. Bohns, the author of “You Have More Influence Than You Think,” encourages us to recognize the influence we already possess rather than seeking new ways to gain it.What You'll LearnHow to be more mindful and present in your interactions with othersHow to get better at asking for thingsHow to get better at saying noHow to recognize and harness our influence for good by building stronger relationships and creating more supportive environmentsThe Cornell Keynotes podcast is brought to you by eCornell, which offers more than 200 online certificate programs to help professionals advance their careers and organizations. Learn more in our leadership programs.Did you enjoy this episode of the Cornell Keynotes podcast? Watch the full Keynote. Follow eCornell on Facebook, Instagram, LinkedIn, TikTok, and X.
In this episode of the Ideas on Stage podcast we spoke with Vanessa Bohns. Vanessa Bohns is a social psychologist and professor and chair of organizational behavior at Cornell University. She holds a PhD in Psychology from Columbia University and an AB from Brown University. She is author of the book You Have More Influence Than You Think (2021, Norton). Her writing has appeared in the New York Times, Wall Street Journal, and Harvard Business Review, and her research has been featured in the New York Times, Wall Street Journal, Economist, and on NPR's Hidden Brain, among other outlets. She studies social influence, compliance, consent, why it’s so hard to ask for things, and why it’s so hard to say no. In this episode we talked about the power of persuasion. What You'll Learn:- Why you have more influence than you realise- Why people’s perception of you differs from what you imagine- How to make requests without creating pressure or discomfort- Why people’s default response is often “yes.”- Why asking for what you need feels difficult – and how to make it easier We hope you enjoy it!——————— Vanessa Bohns:- Website: https://www.vanessabohns.com/- X: @profbohns- Instagram: @profbohns- LinkedIn: https://www.linkedin.com/in/vanessa-bohns-33219710/ Recommended books:- How To Win Friends And Influence People by Dale Carnegie- Influence by Robert Cialdini- To Sell Is Human by Daniel Pink: https://youtu.be/8eJBKu8GmW8?si=5rlCed3Tht0pbr3e- The Power of Saying No by Vanessa Patrick: https://youtu.be/SCpllRISS00?si=VbGqCnZZnoxVJt83- Reinforcements by Heidi Grant Halvorson- Give and Take by Adam Grant——————— IDEAS ON STAGE RESOURCES - Books: ‘Confident Presenter’ (https://www.ideasonstage.com/resources/confident-presenter-book/) and ‘Business Presentation Revolution’ (https://www.ideasonstage.com/business-presentation-revolution/book/)- The Confident Presenter Scorecard: https://ideasonstage.com/score- Free Web Class: https://www.ideasonstage.com/uk/masterclass- Free Mini-Course: https://bit.ly/confident-presenter-mini-course #IdeasOnStagePodcast #influence #persuasion
Negotiate Anything: Negotiation | Persuasion | Influence | Sales | Leadership | Conflict Management
Want to share your thoughts? Fill out our listener form In this insightful episode of Negotiate Anything, Kwame Christian hosts Vanessa Bohns, an experimental social psychologist and professor at Cornell University. They delve into the evolutionary roots of social rejection anxiety and explore how these ancient fears impact modern-day negotiations. Vanessa discusses her book, "You Have More Influence Than You Think," offering practical advice on leveraging social dynamics to your advantage. They highlight the misconceptions people have about their influence and the ethical considerations necessary to ensure respectful and effective interactions. What We'll Cover: The evolutionary origins of social rejection fears and their influence on modern negotiations. Key insights from Vanessa Bohns' book on why face-to-face requests are more successful than digital ones. The importance of ethical considerations in leveraging social dynamics for influence. Connect with Vanessa Follow Vanessa on LinkedIn Buy the Book: You have more influence than you think Web: vanessabohns.com Contact ANI Request A Customized Workshop For Your Company Follow Kwame Christian on LinkedIn The Ultimate Negotiation Guide Click here to buy your copy of How To Have Difficult Conversations About Race! Click here to buy your copy of Finding Confidence in Conflict: How to Negotiate Anything and Live Your Best Life! What's in it for you? Exclusive Advice: Gain insights from top negotiation experts. Community Support: Connect with a like-minded community focused on growth. Personal & Professional Growth: Unlock strategies to enhance every aspect of your life. You deserve to negotiate more of the best things in life, and now you can! Don't wait—be the first in line to experience this game-changing resource.
Vanessa Bohns is a professor of organizational behavior at Cornell University. Her research has been published in top academic journals in psychology, management, and law, and has been covered by media outlets such as the New York Times, Wall Street Journal, Atlantic, Economist, and NPR. She is also the author of the book, You Have More Influence Than You Think. She received her PhD in social psychology from Columbia University and her AB in psychology from Brown University. In this episode we discuss the following: We tend to underestimate the power of a simple ask. As a graduate student, Vanessa felt anxiety about asking people to fill out a survey. But once she analyzed the data, she was surprised to see how different her perception was from reality. People were way more willing to help than she had expected. Before we ask for something, we should assume we are going to get the thing we're asking for, and then ask ourselves, “Is this something I should be asking for.” Given how powerful our asks can be, this extra step will help us ask for things that are appropriate. Connect on Social Media: X: https://twitter.com/nate_meikle LinkedIn: https://www.linkedin.com/in/natemeikle/ Instagram: https://www.instagram.com/nate_meikle/ Youtube: https://www.youtube.com/@nate.meikle
Want to share your thoughts? Fill out our listener form In this insightful episode of Negotiate Anything, Kwame Christian hosts Vanessa Bohns, an experimental social psychologist and professor at Cornell University. They delve into the evolutionary roots of social rejection anxiety and explore how these ancient fears impact modern-day negotiations. Vanessa discusses her book, "You Have More Influence Than You Think," offering practical advice on leveraging social dynamics to your advantage. They highlight the misconceptions people have about their influence and the ethical considerations necessary to ensure respectful and effective interactions. What We'll Cover: The evolutionary origins of social rejection fears and their influence on modern negotiations. Key insights from Vanessa Bohns' book on why face-to-face requests are more successful than digital ones. The importance of ethical considerations in leveraging social dynamics for influence. Connect with Vanessa Follow Vanessa on LinkedIn Buy the Book: You have more influence than you think Web: vanessabohns.com Contact ANI Request A Customized Workshop For Your Company Follow Kwame Christian on LinkedIn The Ultimate Negotiation Guide Click here to buy your copy of How To Have Difficult Conversations About Race! Click here to buy your copy of Finding Confidence in Conflict: How to Negotiate Anything and Live Your Best Life! What's in it for you? Exclusive Advice: Gain insights from top negotiation experts. Community Support: Connect with a like-minded community focused on growth. Personal & Professional Growth: Unlock strategies to enhance every aspect of your life. You deserve to negotiate more of the best things in life, and now you can! Don't wait—be the first in line to experience this game-changing resource.
Vanessa Bohns, social psychologist, professor of organizational behavior at Cornell University, author, and researcher joins me on this episode. Vanessa is an expert on help-seeking, social influence, compliance, consent, and why it's so hard to say no. She's been featured in The New York Times, The Wall Street Journal, The Atlantic, and The Economist, among other media outlets. Her writing has appeared in Harvard Business Review, Fast Company, Business Insider, and elsewhere. Topics we cover include imposter syndrome, reframing anxiety, Vanessa's journey into academia, having more influence than we think, the power of the ask, learning to say no, the impact of technology and social media on influence, the difference between compliance and consent, and more. Get connected with Vanessa: Website: https://www.vanessabohns.com/ Instagram: https://www.instagram.com/profbohns/ Twitter: https://twitter.com/profbohns LinkedIn: https://www.linkedin.com/in/vanessa-bohns-33219710/ Purchase a copy of You Have More Influence Than You Think: https://www.amazon.com/dp/1324005718/ Leave a 5-star review with a comment on Apple Podcasts: https://podcasts.apple.com/us/podcast/business-minds-coffee-chat/id1539014324 Subscribe to my Business Builder Newsletter: https://bit.ly/32y0YxJ Want to learn how you can work with me to gain more clarity, build a rock-solid foundation for your business, and achieve the results and success you deserve? Visit http://jayscherrbusinessconsulting.com/ and schedule a 1:1 discovery coaching call. Enjoy, thanks for listening, and please share with a friend! To your success, Jay
Do you ever feel like your voice isn't heard or your ideas don't matter? You might have much more influence than you realize. Dr. Erik Korem sits down with Dr. Vanessa Bohns, social psychologist and author of "You Have More Influence Than You Think," to explore the hidden power of everyday interactions, and the science behind asking for what you want. In this episode, you'll discover: Why we often underestimate our influence on others Practical strategies for asking for what you want and getting results How to navigate the fine line between compliance and true consent The impact of social media on our perception of influence Ways to use your newfound understanding of influence to improve your relationships Get my weekly newsletter - Adaptation Book Erik for your next event Start AIM7 for Free Connect with Vanessa on LinkedIn, X, or Instagram Buy “You Have More Influence Than You Think” Quotable moments: "We influence people all the time every day. You walk into a room and you change the tenor of the room." - Dr. Vanessa Bohns "People are going to listen to me, but it's not going to be immediate. It's not going to always be so obvious." - Dr. Vanessa Bohns "Assume you're going to get a yes. If you go into the interaction assuming you're going to get a yes, you go into it with that nice tone." - Dr. Vanessa Bohns "There's all these ways we could talk about to have more influence to get what you want, but there's also the concern about putting pressure, unnecessary pressure on people." - Dr. Vanessa Bohns "We're looking at how being at that moment of signature, if you really feel like you're truly consenting and know what you're agreeing to and how that affects these downstream outcomes." - Dr. Vanessa Bohns ABOUT THE BLUEPRINT PODCAST: The BluePrint Podcast is for busy professionals and Household CEOs who care deeply about their families, career, and health. Host Dr. Erik Korem distills cutting edge-science, leadership, and life skills into simple tactics optimized for your busy lifestyle and goals. Dr. Korem interviews scientists, coaches, elite athletes, entrepreneurs, entertainers, and exceptional people to discuss science and practical skills you can implement to become the most healthy, resilient, and impactful version of yourself. On a mission to equip people to pursue audacious goals, thrive in uncertainty, and live a healthy and fulfilled life, Dr. Erik Korem is a High-Performance pioneer. He introduced sports science and athlete-tracking technologies to collegiate and professional (NFL) football over a decade ago. He has worked with the National Football League, Power-5 NCAA programs, gold-medal Olympians, Nike, and the United States Department of Defense. Erik is an expert in sleep and stress resilience. He is the Founder and CEO of AIM7, a health and fitness app that unlocks the power of wearables by providing you with daily personalized recommendations to enhance your mind, body, and recovery. SUPPORT & CONNECT Instagram - https://www.instagram.com/erikkorem/ Twitter - https://twitter.com/ErikKorem LinkedIn - https://www.linkedin.com/in/erik-korem-phd-19991734/ Facebook - https://www.facebook.com/erikkorem Website - https://www.erikkorem.com/ Newsletter - http://link.aim7.com/adaptation-newsletterSee omnystudio.com/listener for privacy information.
Professor and Chair of Organizational Behavior at Cornell University's ILR School and author, Vanessa Bohns joins us to discuss her book, You Have More Influence Than You Think: How We Underestimate Our Power of Persuasion, and Why It Matters. She holds a PhD from Columbia University and an AB from Brown University. Her research has been published in top academic journals in psychology, management, and law, and her research and writing have been featured in media outlets such as the New York Times, Wall Street Journal, Harvard Business Review, and the Economist. Professor Bohns is an expert in social influence, compliance, consent, why it's so hard to ask for things, and why it's so hard to say no. Tune in for this broadcast on Wednesday, September 11 @ 6pm EST!
On this episode, we feature a leadership segment with Vanessa Bohns, author of the bestselling book You Have More Influence Than You Think. Her book was named Best Book for Ethical Leaders by Notre Dame's Deloitte Center for Ethical Leadership, and a Top Business Title of the Month by the Financial Times. In the book, Vanessa […] The post You Have More Influence Than You Think: Science-Based Strategies for Observing the Effect We Have on Others- Interview with Vanessa Bohns first appeared on Composites Weekly. The post You Have More Influence Than You Think: Science-Based Strategies for Observing the Effect We Have on Others- Interview with Vanessa Bohns appeared first on Composites Weekly.
On this episode, we feature an interview with Vanessa Bohns. She is the author of the bestselling book You Have More Influence Than You Think. In her book, Vanessa draws from her research to illustrate why we fail to recognize the influence we have, and how that lack of awareness can lead us to miss opportunities... The post 225: Why You Have More Influence Than You Think – Interview with Vanessa Bohns first appeared on Cast Polymer Radio.
On this episode, Vanessa Bohns joins us. She’s the author of the book You Have More Influence Than You Think. Vanessa is a social psychologist and professor of organizational behavior at Cornell University. She holds a PhD in psychology from Columbia University and an AB from Brown University. Her writing has appeared in the New […] The post 355: How We Underestimate Our Powers of Persuasion and Why it Matters – Interview with Vanessa Bohns first appeared on Persuasion by the Pint.
In the latest installment of "Influencing Safety," avid reader Bill Martin, president and CEO of Think Tank Project LLC, and podcast host Kate Wade discuss some of the books that have influenced the way Bill thinks about safety in the electric utility industry. Plus, check out his list of recommended books below! 1. Viskontas, I. (2017). Brain Myths Exploded. 2. Cialdini, R. (2021). Influence, New and Expanded: The Psychology of Persuasion. 3. Sharot, T. (2017). The Influential Mind: What Our Brain Reveals About Our Power to Influence Others. 4. Bohns, V. (2021). You Have More Influence Than You Think. 5. Kahneman, D. (2011). Thinking, Fast and Slow. 6. Gawande, A. (2009). The Checklist Manifesto. 7. Gonzales, L. (1998). Deep Survival: Who Lives, Who Dies, and Why. 8. De Becker, G. (2021). Survival Signals That Protect Us From Violence (Special Release Edition). 9. Klein, G. (2013). Seeing What Others Don't: The Remarkable Way We Gain Insights. 10. Bargh, J. (2017). Before You Know It: The Unconscious Reasons We Do What We Do. 11. Paul, A. M. (2021). The Extended Mind: The Power of Thinking Outside the Brain. 12. Barrett, L. F. (2020). 7 ½ Lessons on the Brain. 13. Clark, A. (2023). The Experience Machine: How Our Minds Predict and Shape Reality. Listen to the other 6 parts of this special series with Bill Martin, CUSP. To share feedback about this podcast, reach Bill at influenceteamdynamics@gmail.com and Kate at kwade@utilitybusinessmedia.com. Subscribe to Incident Prevention Magazine - https://incident-prevention.com/subscribe-now/ ________________________________ This podcast is sponsored by T&D Powerskills. If you are looking for a comprehensive lineworker training solution, visit tdpowerskills.com today and use the exclusive podcast listener promo code podcast2023 to receive a 5% discount!
The Brainy Business | Understanding the Psychology of Why People Buy | Behavioral Economics
In this episode of The Brainy Business podcast, you will hear an insightful conversation between host Melina Palmer and guest Paul Bloom, a psychology professor and author. Throughout the episode, they delve into various aspects of psychology and behavioral science, offering valuable insights and practical applications. Paul shares his expertise on the writing process, the challenges facing academic research, and the importance of incorporating engaging elements into content. He also highlights the spotlight effect, the study of children's behavior, and the need for curiosity and asking questions to gain a deeper understanding of human behavior. With Paul's extensive knowledge and expertise in the field, this episode provides psychology enthusiasts and behavioral science professionals with valuable insights to enhance their understanding and application of psychology principles. Whether you are interested in the writing process, the crisis in psychology, or gaining a comprehensive understanding of the human mind, this episode offers something for everyone. So, tune in to The Brainy Business podcast and gain valuable insights into psychology and behavioral science. In this episode, you will: Gain valuable insights into human behavior and its practical applications that can enhance decision-making. Understand how the spotlight effect and self-perception can impact our thoughts and actions, leading to better self-awareness and improved interpersonal relationships. Explore the fascinating world of children's behavior and development, unlocking the keys to nurturing and understanding the next generation. Discover the benefits of following your passion and curiosity, and how it can lead to personal growth and fulfillment in various areas of life. Gain insights into the challenges faced in academic research, learn strategies to overcome obstacles, and make meaningful contributions to the field. Unlock the secrets of persuasion and influence, empowering you to navigate social interactions and achieve desired outcomes. Dive into the realm of cognitive biases and learn how they shape our thinking and decision-making, enabling you to make more rational and informed choices. Explore the psychology behind motivation and goal-setting, equipping you with tools to achieve success in your personal and professional endeavors. Understand the impact of stress on mental health and learn effective coping mechanisms to promote well-being and resilience. Discover the power of positive psychology and learn how cultivating gratitude and positivity can improve overall happiness and life satisfaction. Show Notes: 00:00:00 - Introduction, In this episode, Melina Palmer interviews Paul Bloom, author of the book Psych. They discuss Paul's background and his interest in developmental psychology. 00:05:01 - Innate Knowledge in Children, Paul highlights the fascinating discoveries made in developmental psychology, such as young babies' innate understanding of the physical and social world. He emphasizes the importance of giving developmental psychology more recognition. 00:07:25 - Humor in Children, While not a focus of his research, Paul acknowledges the significance of humor in children's development. He mentions that incongruity and context play a role in what makes us laugh. 00:10:09 - The Origins of Psych, Paul shares the history of his popular psychology class at Yale and how it led to the creation of the book "Psych." He wanted to reach a larger audience and provide more in-depth information than what could be covered in the course. 00:11:21 - Writing Psych, Paul explains that he wrote Psych based on his course materials and transcribed notes. He aimed to make the book accessible and informative, expanding on the topics covered in the course. 00:14:50 - The Writing Process, Paul and Melina discuss their writing processes and how they approach the task of writing. They touch on topics such as word count, finding inspiration, and managing distractions. 00:16:00 - Different Approaches to Writing, Paul and Melina compare their different approaches to writing. One prefers to work in condensed chunks of time, while the other works in shorter bursts with frequent breaks. They discuss the benefits and challenges of each method. 00:18:20 - Making Writing Fun, Melina highlights the importance of making writing fun and engaging. They discuss the use of literary references, popular culture, and anecdotes to make the writing process more enjoyable and accessible to readers. 00:21:51 - Advice on Improving Business Communications, Melina suggests two chapters from Paul Bloom's book that would be relevant for improving business communications. These chapters focus on reasoning and rationality, as well as finding fulfillment and happiness in life. 00:23:05 - The Crisis in Psychology Melina delves into the crisis in psychology where many studies have failed to replicate and there have been cases of fraud. They emphasize the need for caution when relying on research findings and highlight the fragility of the science. 00:30:46 - The Future of Psychological Studies Paul discusses the improvements in psychological studies, such as larger sample sizes, preregistration, and more theoretically grounded research. He also mentions the importance of meta-analyses to get a clearer understanding of the overall findings. 00:32:06 - Challenges in Generalizing Psychological Findings Paul acknowledges the difficulty in generalizing psychological findings due to the vast individual differences and confounding factors. He suggests that instead of expecting general principles, we should consider that certain interventions may work for some people but not others. 00:34:18 - Striking a Balance between Theoretical and Applied Psychology Paul discusses the balance between theoretical and applied psychology. While applied work can still be done, he suggests that a deeper understanding of the mind in abstract conditions may be more achievable than practical advice due to the complexity of human behavior. 00:35:08 - Unreliability of Memory Paul highlights the unreliability of human memory and how memories are often reconstructions based on experiences and expectations. He mentions the impact of this finding on areas like eyewitness testimony and emphasizes the need for caution when relying solely on memory. 00:39:25 - The Complexities of Job Satisfaction Paul discusses the complexity of job satisfaction, noting that it goes beyond just high salaries or pleasant work environments. Meaning, challenge, and the ability to make a difference are important factors that contribute to job satisfaction, even in lower-paying or less respected professions. 00:46:14 - The Spotlight Effect Paul discusses how people tend to believe that they are the most important person to others, but in reality, everyone is focused on themselves. This phenomenon is known as the spotlight effect. 00:46:37 - Influence and the Spotlight Effect The concept of the spotlight effect is further explored in Vanessa Blonde's episode. The show notes provide more information on this topic. 00:47:18 - Connecting with Paul Bloom To connect with Paul Bloom and learn more about his books, visit his website at paulbloom.net. He also recently started a Substack called Small Potatoes for sharing his thoughts without going through an editor. 00:47:46 - Announcing the Substack Paul announces the launch of his Substack, Small Potatoes, where he will be writing and sharing interesting thoughts and ideas. 00:48:04 - Conclusion, Melina's top insights from the conversation. What stuck with you while listening to the episode? What are you going to try? Come share it with Melina on social media -- you'll find her as @thebrainybiz everywhere and as Melina Palmer on LinkedIn. Thanks for listening. Don't forget to subscribe on Apple Podcasts or Android. If you like what you heard, please leave a review on iTunes and share what you liked about the show. I hope you love everything recommended via The Brainy Business! Everything was independently reviewed and selected by me, Melina Palmer. So you know, as an Amazon Associate I earn from qualifying purchases. That means if you decide to shop from the links on this page (via Amazon or others), The Brainy Business may collect a share of sales or other compensation. Let's connect: Melina@TheBrainyBusiness.com The Brainy Business® on Facebook The Brainy Business on Twitter The Brainy Business on Instagram The Brainy Business on LinkedIn Melina on LinkedIn The Brainy Business on Youtube Connect with Paul: Follow Paul on Twitter Paul's website Learn and Support The Brainy Business: Check out and get your copies of Melina's Books. Get the Books Mentioned on (or related to) this Episode: Psych, by Paul Bloom Just Babies, by Paul Bloom You Have More Influence Than You Think, by Vanessa Bohns Blindsight, by Prince Ghuman and Matt Johnson Your Future Self, by Hal Hershfield Top Recommended Next Episode: Why We Like The Things We Like, with Prince Ghuman (ep 345) Already Heard That One? Try These: Behavioral Science in the Wild, with Dilip Soman (ep 241) Framing (ep 296) Priming (ep 252) Status Quo Bias (ep 142) Brainy Benefits of Gratitude (ep 236) Happier Hour, with Cassie Holmes (ep 257) Memory Biases (ep 280) Defaults, the “D” in NUDGES (ep 38) Confirmation Bias (ep 260) Focusing Illusion (ep 330) Motivation and Incentives with Kurt Nelson (ep 295) Your Future Self, with Hal Hershfield (ep 329) You Have More Influence Than You Think, with Vanessa Bohns (ep 318) Do Nudges Work? With Michael Hallsworth (ep 218) Other Important Links: Brainy Bites - Melina's LinkedIn Newsletter The Spotlight Effect Scrivener Paul's Substack: Small Potatoes
Negotiate Anything: Negotiation | Persuasion | Influence | Sales | Leadership | Conflict Management
Request A Customized Workshop For Your Company: https://www.americannegotiationinstitute.com/services/workshops/ 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 the influence you don't have and to start recognizing the influence you don't realize you already have. Follow Vanessa on LinkedIn https://www.linkedin.com/in/vanessa-bohns-33219710/ Buy the Book: You have more influence than you think https://www.vanessabohns.com/ Web: vanessabohns.com https://www.vanessabohns.com/ Contact ANI Request A Customized Workshop For Your Company: https://www.americannegotiationinstitute.com/services/workshops/ Follow Kwame Christian on LinkedIn: https://www.linkedin.com/in/kwamechristian/ The Ultimate Negotiation Guide: https://www.americannegotiationinstitute.com/guides/ultimate-negotiation-guide/ Click here to buy your copy of How To Have Difficult Conversations About Race!: https://www.amazon.com/Have-Difficult-Conversations-About-Race/dp/1637741308/ref=pd_%5B%E2%80%A6%5Df0bc9774-7975-448b-bde1-094cab455adb&pd_rd_i=1637741308&psc=1 Click here to buy your copy of Finding Confidence in Conflict: How to Negotiate Anything and Live Your Best Life!: https://www.amazon.com/Finding-Confidence-Conflict-Negotiate-Anything/dp/0578413736/ref=sr_1_1?crid=2PSW69L6ABTK&keywords=finding+confidence+in+conflict&qid=1667317257&qu=eyJxc2MiOiIwLjQyIiwicXNhIjoiMC4xNCIsInFzcCI6IjAuMjMifQ%3D%3D&sprefix=finding+confidence+in+conflic%2Caps%2C69&sr=8-1
Request A Customized Workshop For Your Company: https://www.americannegotiationinstitute.com/services/workshops/ 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 the influence you don't have and to start recognizing the influence you don't realize you already have. Follow Vanessa on LinkedIn https://www.linkedin.com/in/vanessa-bohns-33219710/ Buy the Book: You have more influence than you think https://www.vanessabohns.com/ Web: vanessabohns.com https://www.vanessabohns.com/ Contact ANI Request A Customized Workshop For Your Company: https://www.americannegotiationinstitute.com/services/workshops/ Follow Kwame Christian on LinkedIn: https://www.linkedin.com/in/kwamechristian/ The Ultimate Negotiation Guide: https://www.americannegotiationinstitute.com/guides/ultimate-negotiation-guide/ Click here to buy your copy of How To Have Difficult Conversations About Race!: https://www.amazon.com/Have-Difficult-Conversations-About-Race/dp/1637741308/ref=pd_%5B%E2%80%A6%5Df0bc9774-7975-448b-bde1-094cab455adb&pd_rd_i=1637741308&psc=1 Click here to buy your copy of Finding Confidence in Conflict: How to Negotiate Anything and Live Your Best Life!: https://www.amazon.com/Finding-Confidence-Conflict-Negotiate-Anything/dp/0578413736/ref=sr_1_1?crid=2PSW69L6ABTK&keywords=finding+confidence+in+conflict&qid=1667317257&qu=eyJxc2MiOiIwLjQyIiwicXNhIjoiMC4xNCIsInFzcCI6IjAuMjMifQ%3D%3D&sprefix=finding+confidence+in+conflic%2Caps%2C69&sr=8-1
In this eye-opening episode of the Passion Struck podcast, host John R. Miles sits down with Dr. Vanessa Bohns, a renowned social psychologist and professor of organizational behavior at Cornell University's ILR School. Together, they delve into the often-overlooked psychological aspects of choices and the consent behind them, examining how our words, actions, and presence impact others in ways we may not even realize. Vanessa is the author of "You Have More Influence Than You Think." Want to learn the 12 philosophies that the most successful people use to create a limitless life? Pre-order John R. Miles's new book, Passion Struck, which will be released on February 6, 2024. Full show notes and resources can be found here: https://passionstruck.com/vanessa-bohns-the-psychology-behind-our-choices/ Dr. Vanessa Bohns Breaks Down the Psychological Facets of Consent Consent plays a crucial role in our lives, affecting areas such as sexual assault, personal privacy, medical procedures, and data usage. However, the psychological dimensions of consent are often overlooked. Host John R. Miles welcomes Dr. Vanessa Bohns, an expert in the field, to shed light on the power dynamics of consent and influence. Drawing from her book, "You Have More Influence Than You Think," and her original research, Dr. Bohns explains why we often underestimate our impact on others. Sponsors Brought to you by OneSkin. Get 15% your order using code Passionstruck at https://www.oneskin.co/#oneskinpod. Brought to you by Indeed: Claim your SEVENTY-FIVE DOLLAR CREDIT now at Indeed dot com slash PASSIONSTRUCK. Brought to you by Lifeforce: Join me and thousands of others who have transformed their lives through Lifeforce's proactive and personalized approach to healthcare. Visit MyLifeforce.com today to start your membership and receive an exclusive $200 off. Brought to you by Hello Fresh. Use code passion 50 to get 50% off plus free shipping! --► For information about advertisers and promo codes, go to: https://passionstruck.com/deals/ Like this show? Please leave us a review here -- even one sentence helps! Consider including your Twitter or Instagram handle so we can thank you personally! How Connect with John on Twitter at @John_RMiles and on Instagram at @john_R_Miles. Prefer to watch this episode: Subscribe to our main YouTube Channel Here: https://www.youtube.com/c/JohnRMiles Subscribe to our YouTube Clips Channel: https://www.youtube.com/@passionstruckclips Want to find your purpose in life? I provide my master class on six simple steps to achieving it. Want to hear my best interviews? Check out my starter packs on intentional behavior change, women at the top of their game, longevity, and well-being, and overcoming adversity. Learn more about John: https://johnrmiles.com/
The Brainy Business | Understanding the Psychology of Why People Buy | Behavioral Economics
In this episode of The Brainy Business podcast, you'll hear a fascinating conversation between host Melina Palmer and guest David McRaney. They delve into the power of perception and how our minds construct reality. David shares his journey of discovering the topic of perception while researching for his book. The discussion explores how our prior experiences and brain processes influence our perception, and how our perception can vary greatly based on individual differences. By understanding the power of perception, you'll gain valuable insights that can enhance your content creation and improve your understanding of how we construct our reality. So, join Melina and David on this thought-provoking episode to expand your knowledge and gain a new perspective on perception. In this episode: Discover the science behind psychology and behavior change. Explore the power of perception and how our minds construct reality, revealing the impact it has on our thoughts, feelings, and actions. Understand the intricacies of belief change and gain practical strategies for effectively changing minds and transforming perspectives. Bonus: Learn expert tips for conducting interviews and securing interesting guests to keep your podcast episodes compelling and informative. Show Notes: 00:00:00 - Introduction, Melina Palmer introduces this episode, featuring a conversation with David McRaney about his book "How Minds Change." She explains that the book explores the psychology of changing minds and discusses why she chose to feature this episode. 00:02:32 - David McRaney's Background, David shares his background, from owning businesses to working in journalism and local television. He talks about starting his blog, You Are Not So Smart, which led to a book deal and a successful podcast. He mentions his interest in biases, fallacies, and critical thinking. 00:05:00 - Overview of How Minds Change, David introduces his book, How Minds Change, which explores the psychology of changing opinions, persuasion, and social change. He discusses his fascination with understanding conspiratorial thinking, resistance to change, and misinformation. 00:07:59 - Advice for Discerning Pursuits, David advises against jumping into trends and suggests pursuing topics that spark a deep curiosity and obsession. He recommends exploring areas that you want to share with others and that drive you to learn more. 00:10:53 - Importance of Following an Obsession, David emphasizes the importance of following an obsession and delving deep into a topic of interest. He shares his personal experience with his blog, You Are Not So Smart, and how his curiosity led to the success of his book and podcast. 00:14:02 - The Importance of Enthusiasm and Passion in Podcasts, David discusses how he can quickly tell if a podcast is just following an algorithm, and emphasizes the importance of infectious enthusiasm and passion in keeping listeners engaged. 00:14:30 - The Need for Genuine Interest in Writing a Book, David's agent stresses the importance of genuine passion and commitment when pitching book ideas, and he agrees that he prefers to embark on a book project without all the answers, allowing the authoritative voice to emerge naturally. 00:15:17 - McRaney's Approach to Writing a Book, As a journalist, David believes that his books are better when his authoritative voice develops throughout the project, taking readers on a journey of discovery and learning alongside him. 00:18:04 - Behavioral Baking and Connecting with the Audience, David shares his experience with introducing a cookie segment on his podcast, where he would bake cookies and share them with his audience. While some loved it, others were not as enthusiastic, leading David to retire the segment after 100 episodes. Melina discusses his concept of "Behavioral Baking" and how it ties into her podcast. 00:28:08 - The Power of Networking, David shares his experience of reaching out to experts at NYU and how it led to valuable connections and collaborations for his podcast and book projects. 00:29:33 - The Fascination with the Dress, David discusses the viral phenomenon of "the dress," an image that appeared on the internet and sparked intense debate over its colors. He explains how this event became a touchstone for understanding disagreements and perception. 00:31:35 - The Importance of Curiosity, David emphasizes the importance of curiosity and asking questions when networking and conducting interviews. He shares advice from a seasoned journalist on always coming back with multiple story ideas to avoid writer's block. 00:32:45 - The Dress Phenomenon Explained, McRaney delves into the psychology and neuroscience behind the dress illusion. He explains how the brain processes overexposed images and how this can lead to different color perceptions. He references the strawberries illusion as another example. 00:43:09 - Going Beyond Right and Wrong, Engaging in arguments over who is right and who is wrong prevents deeper conversations about why people hold different interpretations. This applies to various disagreements and limits our understanding of ourselves and others. 00:45:25 - The Croc Experiment, The croc experiment demonstrated the surf pad concept by showing that people's prior experiences influenced how they perceived the color of crocs and socks under different lighting conditions. This bizarre experiment highlights the complexity of perception and how it varies among individuals. 00:49:36 - Minds Changing on Same-Sex Marriage, The shift in attitudes towards same-sex marriage challenged the notion that people can't change their minds. Understanding what happens in a person's brain when they no longer agree with their past beliefs became the focus of investigation. 00:51:28 - How to Change Minds, Changing minds requires moving away from a confrontational approach and towards compassionate listening. Brute-forcing facts on others doesn't work; instead, engaging in non-judgmental conversations that allow for understanding can lead to effective persuasion. 00:55:43 - Conclusion, Melina's top insights from the conversation. What stuck with you while listening to the episode? What are you going to try? Come share it with Melina on social media -- you'll find her as @thebrainybiz everywhere and as Melina Palmer on LinkedIn. Thanks for listening. Don't forget to subscribe on Apple Podcasts or Android. If you like what you heard, please leave a review on iTunes and share what you liked about the show. I hope you love everything recommended via The Brainy Business! Everything was independently reviewed and selected by me, Melina Palmer. So you know, as an Amazon Associate I earn from qualifying purchases. That means if you decide to shop from the links on this page (via Amazon or others), The Brainy Business may collect a share of sales or other compensation. Let's connect: Melina@TheBrainyBusiness.com The Brainy Business® on Facebook The Brainy Business on Twitter The Brainy Business on Instagram The Brainy Business on LinkedIn Melina on LinkedIn The Brainy Business on Youtube Connect with David: DAVID'S WEBSITE DAVID ON TWITTER DAVID ON LINKEDIN Learn and Support The Brainy Business: Check out and get your copies of Melina's Books. Get the Books Mentioned on (or related to) this Episode: How Minds Change, by David McRaney You Are Not So Smart, by David McRaney You Are Now Less Dumb, by David McRaney What Your Employees Need and Can't Tell You, by Melina Palmer Look, by Christian Madsbjerg Top Recommended Next Episode: Confirmation Bias (ep 260) Already Heard That One? Try These: Robert Cialdini and the (Now!) 7 Principles of Persuasion (ep 312) Influence Is Your Superpower with Yale's Dr. Zoe Chance (ep 189) A More Beautiful Question with Warren Berger (episode 200) Indistractible, with Nir Eyal (ep 290) Survivorship Bias (ep 110) Focusing Illusion (ep 330) Priming (ep 252) What is Behavioral Baking? (episode 155) Partitioning (ep 252) You Have More Influence Than You Think with Vanessa Bohns (ep 318) The Power of Us with Dr. Dominic Packer (ep 304) Reciprocity (ep 238) Sense Of Smell (ep 298) Sense of Sight (ep 24) Look, with Christian Madsbjerg (ep 325) A More Just Future, with Dolly Chugh (ep 247) Negativity Bias (ep 223) The Dunning Kruger Effect (ep 266) Both/And Thinking, with Wendy Smith (ep 261) Other Important Links: Brainy Bites - Melina's LinkedIn Newsletter You Are Not So Smart Website The Dress Strawberry Illusion
The Brainy Business | Understanding the Psychology of Why People Buy | Behavioral Economics
In this episode of The Brainy Business podcast, host Melina Palmer interviews Brian Lowery, a professor at Stanford Graduate School of Business, on the topic of how our behavior impacts others and vice versa. Brian emphasizes that we have agency in shaping the people we interact with, and that our behavior can have a significant impact on others. By recognizing that our sense of self is constructed through relationships, we can cultivate empathy and understanding for others. This can enhance our interpersonal relationships and lead to more effective communication and collaboration. The conversation also touches on the concept of social contagion and how emotions can be contagious in social interactions, highlighting the potential for even fleeting interactions to have significant effects. Throughout the episode, Brian provides insights and practical advice for leaders and individuals to enhance their ability to connect with others and navigate the complexities of human relationships. In this episode: Understand the flexibility of personal identity and its profound influence on individuals. Discover the cyclical impact of individual behavior on communal dynamics and vice versa. Learn the importance of acknowledging and taking charge of your contribution to interpersonal relationships. Realize the far-reaching effects of minor social engagements on individual attitudes and office culture. Recognize the significance of empathy and perspective shift in successful communication. Show Notes: 00:00:00 - Introduction to Dr. Brian Lowery, Dr. Brian Lowery, author of Selfless, discusses his background and research on how people make sense of the self. He explains that our sense of self is a construction of relationships, social interactions, and culture, rather than an individual entity. 00:06:00 - Shifting Identities Throughout the Day, Brian and Melina talk about how our identities shift throughout the day in response to different relationships and social contexts. Brian emphasizes that these shifts are not just masks we put on, but rather a fundamental part of our flexibility as human beings. 00:10:15 - Influence of Others on Our Sense of Self, Lowery explores how our sense of self is influenced by others, often in ways we are not consciously aware of. He discusses studies that show how our attitudes and beliefs can change based on what we think others expect of us. This demonstrates the degree of flexibility in who we are and who we can be. 00:12:59 - Importance of Understanding the Self, Brian explains that understanding the nature of the self is fascinating and awe-inspiring, even if there is no specific action to be taken with this knowledge. Recognizing the fluidity and complexity of the self can reshape how we approach our lives and relationships. 00:14:36 - The Construction of People, Brian emphasizes that our interactions with others contribute to the construction of the people we engage with. He encourages individuals to reflect on their contribution to relationships and take responsibility for their impact on others' behavior. 00:15:38 - Shifting Perspective, Lowery challenges the conventional notion of individuals as isolated islands who can choose to listen or not. Instead, he suggests that our actions and words impose decisions on others, highlighting the power and responsibility we have in shaping their responses. 00:19:43 - The Ripple Effect, Brian discusses how seemingly small interactions can have lasting effects. Melina shares a personal experience of receiving a seemingly innocuous email from a boss that had a significant impact on her mindset and subsequent interactions. She emphasizes the importance of considering the broader impact of our actions. 00:22:26 - The Impact of Audience, Brian explores the concept of audience impact, highlighting how even imagined readers influenced his writing process. He notes that our behavior and words can have a ripple effect, influencing the emotions and actions of those around us, often in ways we may not fully comprehend. 00:25:07 - The Power of Leadership Communication, Brian and Melina discuss the heightened impact of leaders' behaviors and communications. They emphasize that leaders' actions are scrutinized for information, and even seemingly minor interactions can have significant effects on team members and office culture. 00:28:47 - The Importance of the Receiver, Communication is about influencing and changing the behavior of the person you're communicating with. The receiver is the only person that matters because if they don't understand or take what you intended, you have failed in your communication goals. 00:29:19 - Recognizing Others' Perspectives, People often struggle to recognize that others may experience a situation differently than they do. It's important to be curious and try to understand the reasoning behind someone's behavior, even if it's surprising or upsetting to you. 00:31:41 - Curiosity and Self-Reflection, Curiosity is a powerful tool for understanding others. Instead of relying on assumptions, engage with someone to understand their experiences. Additionally, ask yourself how you may be contributing to a situation and recognize your agency in it. 00:32:32 - Addressing Confirmation Bias, It's challenging to get someone to see their own confirmation bias. Instead, focus on examining your own biases and seeking self-awareness. Understanding your own biases can lead to more productive conversations. 00:36:42 - Exploring Friendship, Lowery's podcast "Know What You See" explores different themes, such as friendship, gender, and home. The upcoming episode on friendship discusses how people manage and maintain friendships in different life stages, including college, adulthood, and parenthood. 00:43:09 - Conclusion, Melina's top insights from the conversation. What stuck with you while listening to the episode? What are you going to try? Come share it with Melina on social media -- you'll find her as @thebrainybiz everywhere and as Melina Palmer on LinkedIn. Thanks for listening. Don't forget to subscribe on Apple Podcasts or Android. If you like what you heard, please leave a review on iTunes and share what you liked about the show. I hope you love everything recommended via The Brainy Business! Everything was independently reviewed and selected by me, Melina Palmer. So you know, as an Amazon Associate I earn from qualifying purchases. That means if you decide to shop from the links on this page (via Amazon or others), The Brainy Business may collect a share of sales or other compensation. Let's connect: Melina@TheBrainyBusiness.com The Brainy Business® on Facebook The Brainy Business on Twitter The Brainy Business on Instagram The Brainy Business on LinkedIn Melina on LinkedIn The Brainy Business on Youtube Connect with Brian: Follow Brian on Twitter Follow Brian on LinkedIn Know What You See podcast Learn and Support The Brainy Business: Check out and get your copies of Melina's Books. Get the Books Mentioned on (or related to) this Episode: Selfless, by Brian Lowery How To Have Difficult Conversations About Race, by Kwame Christian Your Future Self, by Hal Hershfield A More Just Future, by Dolly Chugh What Your Employees Need and Can't Tell You, by Melina Palmer Top Recommended Next Episode: How To Have Difficult Conversations At Work, with Kwame Christian (ep 107) Already Heard That One? Try These: Your Future Self, with Hal Hershfield (ep 329) Memory Biases (ep 280) A More Just Future, by Dolly Chugh (ep 247) For The Culture, with Marcus Collins (ep 305) Priming (ep 252) Focusing Illusion (ep 330) You Have More Influence Than You Think, with Vanessa Bohns (ep 197) Magic Words, with Jonah Berger (ep 301) Fundamental Attribution Error (ep 268) Confirmation Bias (ep 260) Other Important Links: Brainy Bites - Melina's LinkedIn Newsletter
------------------Support the channel------------ Patreon: https://www.patreon.com/thedissenter PayPal: paypal.me/thedissenter PayPal Subscription 3 Dollars: https://tinyurl.com/ybn6bg9l PayPal Subscription 5 Dollars: https://tinyurl.com/ycmr9gpz PayPal Subscription 10 Dollars: https://tinyurl.com/y9r3fc9m PayPal Subscription 20 Dollars: https://tinyurl.com/y95uvkao ------------------Follow me on--------------------- Twitter: https://twitter.com/TheDissenterYT This show is sponsored by Enlites, Learning & Development done differently. Check the website here: http://enlites.com/ Dr. Vanessa Bohns is a Professor of Organizational Behavior at Cornell University. Her research focuses broadly on social influence and the psychology of compliance and consent. She is the author of You Have More Influence Than You Think: How We Underestimate Our Power of Persuasion, and Why It Matters. In this episode, we focus on You Have More Influence Than You Think. We discuss how much we impact other people, and go through topics like compliments; expressing gratitude; the invisibility cloak illusion, and the spotlight effect; what people really pay attention to; audience tuning, and the “saying-is-believing effect”; behavioral contagion; first impressions; assertiveness; the domains where people think they are below-average; how people react to requests; why it's hard to say “no”, and the example of the MeToo movement; why people in positions of power underestimate the negative impact they have on others; and questions that should not be asked in job interviews. We talk about ways by which we can become more aware and mindful of our influence on others. Finally, we discuss if influencers and gurus are preying on our insecurities to sell their products. -- A HUGE THANK YOU TO MY PATRONS/SUPPORTERS: PER HELGE LARSEN, JERRY MULLER, HANS FREDRIK SUNDE, BERNARDO SEIXAS, OLAF ALEX, ADAM KESSEL, MATTHEW WHITINGBIRD, ARNAUD WOLFF, TIM HOLLOSY, HENRIK AHLENIUS, JOHN CONNORS, FILIP FORS CONNOLLY, DAN DEMETRIOU, ROBERT WINDHAGER, RUI INACIO, ZOOP, MARCO NEVES, COLIN HOLBROOK, SIMON COLUMBUS, PHIL KAVANAGH, MIKKEL STORMYR, SAMUEL ANDREEFF, FRANCIS FORDE, TIAGO NUNES, FERGAL CUSSEN, HAL HERZOG, NUNO MACHADO, JONATHAN LEIBRANT, JOÃO LINHARES, STANTON T, SAMUEL CORREA, ERIK HAINES, MARK SMITH, JOÃO EIRA, TOM HUMMEL, SARDUS FRANCE, DAVID SLOAN WILSON, YACILA DEZA-ARAUJO, ROMAIN ROCH, DIEGO LONDOÑO CORREA, YANICK PUNTER, ADANER USMANI, CHARLOTTE BLEASE, NICOLE BARBARO, ADAM HUNT, PAWEL OSTASZEWSKI, NELLEKE BAK, GUY MADISON, GARY G HELLMANN, SAIMA AFZAL, ADRIAN JAEGGI, PAULO TOLENTINO, JOÃO BARBOSA, JULIAN PRICE, EDWARD HALL, HEDIN BRØNNER, DOUGLAS FRY, FRANCA BORTOLOTTI, GABRIEL PONS CORTÈS, URSULA LITZCKE, SCOTT, ZACHARY FISH, TIM DUFFY, SUNNY SMITH, JON WISMAN, DANIEL FRIEDMAN, WILLIAM BUCKNER, PAUL-GEORGE ARNAUD, LUKE GLOWACKI, GEORGIOS THEOPHANOUS, CHRIS WILLIAMSON, PETER WOLOSZYN, DAVID WILLIAMS, DIOGO COSTA, ANTON ERIKSSON, CHARLES MOREY, ALEX CHAU, AMAURI MARTÍNEZ, CORALIE CHEVALLIER, BANGALORE ATHEISTS, LARRY D. LEE JR., OLD HERRINGBONE, STARRY, MICHAEL BAILEY, DAN SPERBER, ROBERT GRESSIS, IGOR N, JEFF MCMAHAN, JAKE ZUEHL, BARNABAS RADICS, MARK CAMPBELL, TOMAS DAUBNER, LUKE NISSEN, CHRIS STORY, KIMBERLY JOHNSON, BENJAMIN GELBART, JESSICA NOWICKI, LINDA BRANDIN, NIKLAS CARLSSON, ISMAËL BENSLIMANE, GEORGE CHORIATIS, VALENTIN STEINMANN, PER KRAULIS, KATE VON GOELER, ALEXANDER HUBBARD, LIAM DUNAWAY, BR, MASOUD ALIMOHAMMADI, PURPENDICULAR, JONAS HERTNER, URSULA GOODENOUGH, GREGORY HASTINGS, AND DAVID PINSOF! A SPECIAL THANKS TO MY PRODUCERS, YZAR WEHBE, JIM FRANK, ŁUKASZ STAFINIAK, TOM VANEGDOM, BERNARD HUGUENEY, CURTIS DIXON, BENEDIKT MUELLER, THOMAS TRUMBLE, KATHRINE AND PATRICK TOBIN, JONCARLO MONTENEGRO, AL NICK ORTIZ, AND NICK GOLDEN! AND TO MY EXECUTIVE PRODUCERS, MATTHEW LAVENDER, SERGIU CODREANU, BOGDAN KANIVETS, AND ROSEY!
The Brainy Business | Understanding the Psychology of Why People Buy | Behavioral Economics
In this episode of The Brainy Business podcast, Melina Palmer speaks with ethnographer Dr. Felicity Heathcote-Marcz about the significance of ethnographic research in understanding customer behavior and organizational culture. Ethnography, a research methodology rooted in anthropology, has found new relevance in the business world. Felicity explains that ethnographic research involves immersing oneself in the studied context, actively interacting with people, and collecting qualitative data to gain deep insights. The episode emphasizes ethnography's value in the transport industry, highlighting various projects that have uncovered valuable insights into future mobility trends and incident management. Felicity also addresses challenges such as time constraints and the Hawthorne Effect. Business professionals looking to make informed decisions and improve organizational culture will find this episode informative and practical, offering a comprehensive introduction to ethnographic research and its applications. In this episode: Uncover the profound effects that ethnographic research has on interpreting customer behavior and shaping organizational culture. Tackle the burdens of integrating ethnographic research into a business context and explore practical solutions. Gain an understanding of the longitudinal character and direct benefits of ethnographic research. Deconstruct the Hawthorne effect and its significant role in any research project you might take on. Discover the emerging role of behavioral science and nudges in revolutionizing transportation research. Show Notes: 00:00:00 - Introduction, Melina Palmer introduces the episode and the guest, Dr. Felicity Heathcote-Marcz. She mentions that ethnography is an important method for understanding customers and lays the groundwork for the upcoming episode on observation skills with Christian Madsbjerg. 00:02:21 - What is Ethnographic Research?, Dr. Felicity Heathcote-Marcz explains that ethnographic research originated in anthropology and involves studying cultures and local contexts to gain a deep understanding of people and their behaviors. She discusses how ethnography has evolved and how it is now used in business to gain insights into customers and organizational culture. 00:08:29 - Role of an Organizational Ethnographer, Dr. Felicity Heathcote-Marcz describes her role as an organizational ethnographer at Atkins, an engineering and transport consultancy. She explains that she studies the culture within organizations, conducts research on future trends in the transport industry, and collects immersive data by observing and interacting with customers in their natural environments. 00:11:05 - Impact of Ethnography on Organizations, Felicity discusses how ethnography can provide organizations with a deeper understanding of their customers and employees. She explains that ethnographers can identify opportunities for improvement, inform decision-making, and facilitate cultural change within organizations. 00:13:26 - Ethical Considerations in Ethnographic Research, Felicity emphasizes the importance of reflexivity and self-awareness in ethnographic research. 00:16:19 - Ethnographic Methodologies in Business Contexts, Felicity discusses the challenges of utilizing ethnographic methodologies in a business context, where time constraints often limit the depth and richness of the data collected. While some purist academic ethnographers may object to condensed time periods, Felicity suggests spending as much continuous time as possible with a specific group to establish rapport and gain valuable insights. 00:18:09 - Accompanied Drives and Ethical Considerations, Felicity explains her approach to conducting accompanied drives, where she sits in the passenger seat with the driver and encourages them to share their thoughts and experiences. She emphasizes the importance of maintaining participant anonymity and establishing trust to overcome suspicion and encourage open communication. 00:21:28 - Nudges and Behavioral Science in Transportation, Felicity discusses her work with local transport authorities in the UK, focusing on designing behavioral nudges to encourage residents to shift from private cars to public transport or active modes of travel. She highlights the importance of considering contextual factors, such as weather and incentives, to effectively change behavior. 00:25:10 - The Effectiveness of Nudges in Shifting Behaviors, Felicity presents findings from a study conducted in Manchester, where text message nudges were used to encourage walking, cycling, or using public transport for commuting. The results revealed that the effectiveness of nudges varied depending on contextual factors, such as weather, and suggested that larger incentives may be needed to change behaviors in unfavorable conditions. 00:31:44 - Social Pressure and Incentives for Mask-Wearing, The discussion focuses on the social pressure that exists regarding mask-wearing in different countries and contexts. In some places, there is a need to set up schemes to incentivize mask-wearing, while in others, people automatically conform and penalize those who don't. 00:33:05 - Importance of Ethnographic Research, Ethnographic research is highlighted as a valuable approach to understanding differing opinions and behaviors. By taking interlocutors seriously and stepping into their worlds, researchers can gain insights into their motivations and beliefs. This approach requires being present and observing without bias or preconceived notions. 00:34:13 - Understanding Beliefs and Motivations, Ethnographic research delves beyond surface-level behaviors and artifacts to uncover the deep-seated beliefs, cultural influences, and personal experiences that shape people's actions. By exploring these underlying factors, researchers can gain a comprehensive understanding of individuals and their perspectives. 00:36:22 - Immersion and Risk in Ethnographic Research, To truly understand certain contexts and realities, ethnographers may need to immerse themselves in potentially risky situations. This could involve not wearing a mask in a non-mask space or accompanying individuals into dangerous environments. Immersion allows for a more accurate and complete depiction of people's experiences and challenges. 00:38:16 - Conclusion Melina's top insights from the conversation. What stuck with you while listening to the episode? What are you going to try? Come share it with Melina on social media -- you'll find her as @thebrainybiz everywhere and as Melina Palmer on LinkedIn. Thanks for listening. Don't forget to subscribe on Apple Podcasts or Android. If you like what you heard, please leave a review on iTunes and share what you liked about the show. I hope you love everything recommended via The Brainy Business! Everything was independently reviewed and selected by me, Melina Palmer. So you know, as an Amazon Associate I earn from qualifying purchases. That means if you decide to shop from the links on this page (via Amazon or others), The Brainy Business may collect a share of sales or other compensation. Let's connect: Melina@TheBrainyBusiness.com The Brainy Business® on Facebook The Brainy Business on Twitter The Brainy Business on Instagram The Brainy Business on LinkedIn Melina on LinkedIn The Brainy Business on Youtube Learn and Support The Brainy Business: Check out and get your copies of Melina's Books. Get the Books Mentioned on (or related to) this Episode: Engaged, by Amy Bucher Behavioral Science in the Wild, by Dilip Soman and Nina Mazar What Your Customer Wants and Can't Tell You, by Melina Palmer Designing for Behavior Change, by Stephen Wendel Mixed Signals, by Uri Gneezy Connect with Felicity: Felicity on LinkedIn Felicity on Twitter Top Recommended Next Episode: Hawthorne Effect (ep 117) Already Heard That One? Try These: Questions or Answers? (ep 4) NUDGES & Choice Architecture (ep 35) How to Finally Change Your Behavior (So it Sticks) (ep 81) How To Set Up Your Own Experiments (ep 63) Colu (ep 113) The Littery (ep 75) Incentives - The “N” in Nudges (ep 272) Finding Confidence in Conflict, with Kwame Christian (ep 107) Mixed Signals with Uri Gneezy (273) Introducing the Behavioral Science Club, with Louise Ward (ep 118) Focusing Illusion (ep 89) Anthropology, Market Research and BE, with Priscilla McKinney (ep 196) Using Semiotics in Retail, with Rachel Lawes (ep 191) Influence Is Your Superpower, with Zoe Chance (ep 308) You Have More Influence Than You Think, with Vanessa Bohns (ep 197) How Minds Change, with David McRaney (ep 210) Vulnerability Loops (ep 229) Other Important Links: Brainy Bites - Melina's LinkedIn Newsletter
The Brainy Business | Understanding the Psychology of Why People Buy | Behavioral Economics
In this episode of The Brainy Business podcast, host Melina Palmer interviews Kate Gigax, founder of Development Corps, to discuss the transition from “Act One” to “Act Two” in one's career and life. The conversation focuses on being confident in expressing what you want and the value you bring. Kate emphasizes the importance of finding time for oneself and engaging in self-reflection. She encourages listeners to break up their schedules and find small pockets of time for rejuvenation and self-discovery. Through personal examples, she demonstrates how taking risks and pursuing what feels out of the ordinary can lead to greater success and fulfillment. The episode challenges the misconception that transitioning to Act Two always means becoming an entrepreneur. Kate and Melina highlight that there are various paths to finding fulfillment and creating change, whether it's within existing structures or through entrepreneurship. They emphasize the need for self-worth and believing in one's capabilities beyond societal expectations. Listeners of this episode will gain practical advice on navigating transitions, finding personal fulfillment, and becoming confident in expressing their value. By embracing self-reflection, taking risks, and designing their own path, individuals can create a more meaningful Act Two in their careers and lives. In this episode: Discover the art of embracing Act Two in your professional and personal life for renewed achievement. Learn why introspection and ‘me-time' are essential for your mental health and holistic success. Unearth the thrill and potential benefits of venturing into uncharted, even taboo, territories. Grasp the courage to voice your needs and showcase your worth confidently. Explore ways to find fulfillment that extend beyond starting your own business and learn why variety is important. Show Notes: 00:00:00 - Introduction, Melina Palmer welcomes Kate Gigax to The Brainy Business podcast and introduces her as a leadership coach and facilitator with expertise in organizational psychology and neuroscience. 00:03:23 - Connection to Arizona State University, Kate discusses her connection to Arizona State University and her work with Robert Cialdini, Steve Neuberg, Doug Kenrick and Dave Lundberg-Kenrick on the Psych for Life initiative, which aims to make peer-reviewed psychological research more accessible. 00:07:42 - Psychological Contracts, Kate explains her research on psychological contracts, which are the expectations and perceptions individuals have about their relationship with their organization. She discusses the impact of breaches in these contracts and the importance of effective communication in managing change. 00:11:25 - Managing Change and Preserving Relationships, Kate emphasizes the role of managers and supervisors in preserving relationships and managing change effectively. She highlights the importance of open communication, empathy, and acknowledging the difficulty of the situation. 00:14:40 - Leadership Development and Coaching, Kate discusses her work as an executive coach and her focus on helping high-achieving individuals navigate their careers and define their own success. She emphasizes the importance of mindset shifts and rewiring old thinking habits for achieving success and fulfillment. 00:16:10 - Importance of Difficult Conversations, Melina and Kate discuss the significance of having difficult conversations in the workplace and how they contribute to building trust and maintaining a high relational psychological contract. They emphasize the need for clear communication, transparency, and addressing challenging topics in order to foster a positive work culture. 00:17:53 - Recommended Resources on Difficult Conversations, Melina suggests listening to Kwame Christian's podcast, Negotiate Anything, and watching his Ted Talk on difficult conversations. They also mention Stephen M.R. Covey's episode on The Speed of Trust and Scott Miller's book, The Ultimate Guide to Great Mentorship, which provides valuable insights on setting boundaries. 00:19:08 - The Implicit Parts of Culture, Kate highlights the importance of being intentional about addressing the implicit parts of organizational culture. They discuss how implicit cultural norms around conflict and boundaries can impact relationships and collaboration. They encourage leaders to be transparent and deliberate in fostering a positive work culture. 00:23:39 - Repairing Breached Contracts, The guest advises leaders to have difficult conversations to repair breaches in the psychological contract. They emphasize the need for consistency, action, and acknowledging fault. They also discuss the importance of helping employees feel valued and recognized, as this contributes to repairing relationships and maintaining trust. 00:26:35 - The Power of Recognition and Specific Feedback, Kate emphasizes the importance of recognizing and appreciating employees' contributions in a specific and meaningful way. She shares the SBI model and why it is one of her go-to recommendations for people to use. 00:30:18 - The Desire for Simpler Jobs, Many people daydream about having simpler jobs that are less stressful, but in reality, these jobs may not provide the fulfillment and satisfaction they think they want. High achievers often find ways to excel in any role and end up back where they started. 00:31:34 - Act Two: Middle Career, Act Two occurs in middle career when individuals go through a transition period. This often happens due to a breakdown, such as burnout or a wake-up call. Act Two is about designing a life based on personal wants and needs, rather than striving for success. 00:37:25 - Starting Act Two, Starting Act Two can be overwhelming, especially for those who have been focused on others and their careers. Starting small by identifying personal wants and needs is crucial. Developing reflective practices, clarifying values, and recognizing strengths are key steps in the transition to Act Two. 00:39:37 - The Importance of Values, Knowing one's values is essential in Act Two. Values act as guideposts for decision-making and help individuals align their actions with what truly matters to them. Values can also provide clarity when facing difficulties or making important life and career choices. 00:42:43 - Doubling Down on Strengths, Act Two is about betting on oneself and building a career around personal values and strengths. Utility players in Act One, who try to be everything for everyone, must shift their focus to double down on their unique abilities and become 00:44:26 - The Importance of Finding Time, Kate and Melina discuss the importance of finding time for oneself. Melina shares insights from Cassie Holmes' book, Happier Hour, that people are happiest when the have between two and five hours of discretionary time during the day. She shares about the need to break up the 2-hour time commitment into manageable chunks. 00:46:09 - Embracing the "Wouldn't It Be Cool If" Mindset, Kate introduces the concept of the "Wouldn't it be cool if" mindset and encourages listeners to explore their own version of what they would love to do, regardless of feasibility. 00:47:55 - Challenging Limiting Beliefs, Act Two is about challenging the belief that certain goals are impossible and pushing beyond your comfort zone to achieve even greater success. Kate encourages listeners to design their own path instead of playing within someone else's design. 00:51:44 - Selling Your Value, Kate emphasizes the importance of selling your ideas and passions with confidence to attract the right people and opportunities. It's about claiming your worth and showing the value you bring to the table. 00:54:09 - Conclusion, Melina's top insights from the conversation. What stuck with you while listening to the episode? What are you going to try? Come share it with Melina on social media -- you'll find her as @thebrainybiz everywhere and as Melina Palmer on LinkedIn. Thanks for listening. Don't forget to subscribe on Apple Podcasts or Android. If you like what you heard, please leave a review on iTunes and share what you liked about the show. I hope you love everything recommended via The Brainy Business! Everything was independently reviewed and selected by me, Melina Palmer. So you know, as an Amazon Associate I earn from qualifying purchases. That means if you decide to shop from the links on this page (via Amazon or others), The Brainy Business may collect a share of sales or other compensation. Let's connect: Melina@TheBrainyBusiness.com The Brainy Business® on Facebook The Brainy Business on Twitter The Brainy Business on Instagram The Brainy Business on LinkedIn Melina on LinkedIn The Brainy Business on Youtube Learn and Support The Brainy Business: Check out and get your copies of Melina's Books. Get the Books Mentioned on (or related to) this Episode: Finding Confidence in Conflict, by Kwame Christian The Speed of Trust, by Stephen M.R. Covey What Your Employees Need and Can't Tell You, by Melina Palmer The Ultimate Guide to Great Mentorship, by Scott Miller Happier Hour, by Cassie Holmes Connect with Kate: Follow Kate on LinkedIn Follow Kate on Instagram Development Corps website Top Recommended Next Episode: Happier Hour, with Cassie Holmes (ep 257) Already Heard That One? Try These: Framing (ep 296) Influence Is Your Superpower, with Zoe Chance (ep 308) You Have More Influence Than You Think, with Vanessa Bohns (ep 197) Non-Obvious Thinking, with Rohit Bhargava (ep 297) Habits (ep 256) Reciprocity (ep 238) Confirmation Bias (ep 260) The Overwhelmed Brain and Its Impact on Decision Making (ep 32) Vulnerability Loops (ep 229) How To Have Difficult Conversations at Work, with Kwame Christian (ep 107) Ultimate Guide to Great Mentorship, with Scott Miller (ep 307) The Speed of Trust, with Stephen M.R. Covey (ep 320) Influence, with Robert Cialdini (ep 312) Solving Modern Problems with a Stone-Age Brain (ep 237) Other Important Links: Brainy Bites - Melina's LinkedIn Newsletter
The Brainy Business | Understanding the Psychology of Why People Buy | Behavioral Economics
This episode of The Brainy Business podcast features an insightful interview with Stephen M. R. Covey, author of The Speed of Trust. Covey shares his expertise on building trust through transparency and authenticity, drawing from his personal experience within Franklin Covey. He explains how trust serves as the foundation for effective relationships and collaboration within teams. Covey dives into the quantifiable value of trust, showcasing its impact on speed and cost. He shares two compelling examples to illustrate the economic benefits of trust, including the power of referrals and Warren Buffett's surprisingly successful acquisition deal. Throughout the conversation, Covey emphasizes the need for discernment in extending trust and the importance of creating a high trust culture. The episode provides practical insights and actionable strategies for leaders and managers to nurture trust within their organizations. By listening to this episode, business leaders can gain a deeper understanding of the economic and psychological benefits of trust and learn strategies to foster trust within their teams for increased productivity and success. In this episode: Realize the significant role trust plays in enhancing teamwork, productivity, and collaboration. Uncover the transformative power of transparency and authenticity within organizations, through the personal experiences of Stephen M. R. Covey. Appreciate the crucial interplay between trust and successful change management during periods of organizational transitions. Discover the foundational role of trust in boosting both speed and cost efficiency in business operations and its impact on economic outcomes. Identify the balance and discernment imperative in extending trust, a concept encapsulated as 'Smart Trust.' Show Notes: 00:00:00 - Introduction, Melina introduces the episode and welcomes Stephen M.R. Covey, the son of Stephen R. Covey, author of The 7 Habits of Highly Effective People. They discuss Stephen's family legacy and how he has built upon his father's work with a focus on trust. 00:02:18 - The Importance of Trust, Stephen explains the concept of trust and how it impacts relationships and organizations. He shares a personal story about the Franklin Covey merger and the importance of transparency and authenticity in building trust. 00:06:11 - Trust and the Covey Legacy, Stephen discusses how his family legacy and the reputation of his father have influenced the level of trust people have in him. He emphasizes the importance of backing up trust with skills and research. 00:08:37 - The Gift of Transparency, Stephen shares a story about a meeting he had with the Franklin Covey employees after the merger. By being open, transparent, and addressing their concerns, he was able to build trust and create a stronger team. 00:13:13 - Calming the Elephant, Melina relates Stephen's story to the concept of “calming the elephant,” referring to addressing the underlying concerns and fears that people have during times of change. She shares an example of how taking the time to listen to an employee's personal stress helped improve their productivity. 00:14:44 - The Economics of Trust, Stephen discusses the economic impact of trust in organizations, and explains how his formulas for the economics of trust work. 00:15:20 - The Power of Understanding, Understanding others increases influence and builds trust, leading to better teamwork and improved outcomes. 00:17:15 - The Economics of Trust, Trust affects speed and cost in any relationship or environment. When trust decreases, speed decreases and cost increases. Conversely, when trust increases, speed increases and cost decreases. 00:20:33 - Examples of Trust in Action, Trust is a vital factor in word-of-mouth referrals, where trust leads to faster and less costly acquisitions. Stephen shares an example from Warren Buffett's handshake deal, which was completed quickly and without the traditional due diligence process due to high trust. 00:25:44 - The Cost of Distrust, Distrust leads to longer processes and higher costs, as seen in increased airport security measures and compliance rules after corporate scandals. The cost of distrust is real, while the dividends of high trust can be monetized. 00:28:22 - Balancing Trust and Caution, It is possible to be both too trusting and too suspicious. Finding the balance of smart trust involves being aware of potential risks while also recognizing the costs of not trusting enough and stifling creativity and innovation. 00:31:05 - The Importance of Smart Trust, Stephen Covey discusses the concept of smart trust, which involves assessing the likelihood, cost, and consequences of extending trust to someone. He emphasizes the importance of credibility and judgment in determining how much trust to give and acknowledges that blindly trusting someone who has proven to be untrustworthy is not wise. 00:32:33 - Building Trust and Overcoming Fear, Covey explains that extending trust can lead to great outcomes and results, as most people respond well to being trusted. He encourages leaders to focus on the 95% of trustworthy individuals and not let the 5% of untrustworthy people define their approach. Covey suggests using judgment and assessing the risk before trusting someone, but also highlights the importance of not being overly cautious and missing out on possibilities. 00:36:04 - The Power of High Trust Cultures, Covey discusses how high trust cultures can be more effective and accountable than rules-based cultures. He explains that when trust is present, people hold each other accountable and the culture itself becomes a reinforcer of trust. Covey emphasizes the need for organizations to design for the majority of trustworthy individuals rather than focusing on the few untrustworthy individuals. 00:37:29 - One More Behavior: Practicing Accountability, Covey introduces the behavior of practicing accountability, which involves creating agreements and expectations with individuals and allowing them to take responsibility for evaluating their own performance. He believes that involving people in the accountability process can build trust and lead to greater commitment and engagement. 00:46:15 - The Power of Trust, Trust is the most inspiring form of human motivation and brings out the best in people. 00:46:30 - Conclusion Melina's top insights from the conversation. What stuck with you while listening to the episode? What are you going to try? Come share it with Melina on social media -- you'll find her as @thebrainybiz everywhere and as Melina Palmer on LinkedIn. Thanks for listening. Don't forget to subscribe on Apple Podcasts or Android. If you like what you heard, please leave a review on iTunes and share what you liked about the show. I hope you love everything recommended via The Brainy Business! Everything was independently reviewed and selected by me, Melina Palmer. So you know, as an Amazon Associate I earn from qualifying purchases. That means if you decide to shop from the links on this page (via Amazon or others), The Brainy Business may collect a share of sales or other compensation. Let's connect: Melina@TheBrainyBusiness.com The Brainy Business® on Facebook The Brainy Business on Twitter The Brainy Business on Instagram The Brainy Business on LinkedIn Melina on LinkedIn The Brainy Business on Youtube Learn and Support The Brainy Business: Check out and get your copies of Melina's Books. Get the Books Mentioned on (or related to) this Episode: The Speed of Trust, by Stephen M.R. Covey Friction, by Roger Dooley What Your Employees Need and Can't Tell You, by Melina Palmer 7 Habits of Highly Effective People, by Stephen R. Covey Indistractable, by Nir Eyal Connect with Stephen: Speed of Trust Website Stephen on Twitter Stephen on LinkedIn Top Recommended Next Episode: Vulnerability Loops (ep 229) Already Heard That One? Try These: Influence Is Your Superpower, with Zoe Chance (ep 308) You Have More Influence Than You Think, with Vanessa Bohns (ep 197) Non-Obvious Thinking, with Rohit Bhargava (ep 297) Framing (ep 296) Endowment Effect (ep 139) Indistractible, with Nir Eyal (ep 290) Friction with Roger Dooley (ep 274) Magic Words, with Jonah Berger (ep 301) Social Proof (ep 87) Habits (ep 256) Reciprocity (ep 238) Confirmation Bias (ep 260) Biases Toward Others – Including Groups (ep 314) Fundamental Attribution Error (ep 268) The Overwhelmed Brain and Its Impact on Decision Making (ep 32) IKEA Effect (ep 112) How Minds Change, with David McRaney (ep 210) Other Important Links: Brainy Bites - Melina's LinkedIn Newsletter
The Brainy Business | Understanding the Psychology of Why People Buy | Behavioral Economics
In this episode of The Brainy Business podcast, host Melina Palmer interviews Vanessa Bohns, a social psychologist and author of You Have More Influence Than You Think. The conversation explores many concepts, including the spotlight effect, invisibility cloak illusion, the focusing illusion, and more, and how they impact the way we show up in the world. Vanessa explains that even when it feels like everyone is looking at you, people are more focused on themselves and are not constantly judging our every move. The episode also dives into the importance of dissent and expressing our opinions, highlighting that speaking up can have a significant impact on conversations. The challenges of virtual presentations are discussed, including the absence of audience feedback. Vanessa shares techniques to keep virtual meetings engaging, such as utilizing the chat function and allowing everyone to contribute. She also reassures listeners that it's more important to focus on the overall message than getting every word perfect. The main takeaway is that individuals have more influence than they think, and being mindful of our words and actions can have a profound impact on others. This episode provides valuable insights for individuals looking to enhance their influence and navigate communication (both virtual and in-person) effectively. Delve into the fascinating realm of influence and perception and learn their true power in your life and business. Unveil the intriguing concepts of the spotlight effect and invisibility cloak illusion and explore how they could be affecting your view of yourself and others. Discover the significant role of audience reactions on speakers and understand the saying-is-believing effect from an all-new perspective. Identify the challenges of virtual presentations and learn effective techniques to engage and sustain the interest of your participants. Realize the extent of your influence and the imperative need to practice mindfulness in your interactions. Show Notes: 00:00:00 - Introduction, Melina Palmer introduces episode 318 of The Brainy Business podcast featuring Dr. Vanessa Bohns. She mentions that this episode is a refresh of a previous conversation and explains the reason for choosing to revisit this topic because of how it ties in with this upcoming Friday's conversation with Andrea Learned. Melina encourages listeners to consider their own influence and how they can make positive changes. 00:02:35 - Vanessa Bohns' Background and Approach to Influence Vanessa Bohns, an experimental social psychologist, discusses her unique approach to studying social influence, which focuses on examining the gap between our intuitions about influence and the reality of our influence. She shares a personal research experience that led her to explore this topic and highlights the importance of understanding how we perceive our own influence. 00:05:59 - The Spotlight Effect and the Invisibility Cloak Illusion Vanessa explains the spotlight effect, which refers to our tendency to believe that others are paying more attention to our embarrassing or negative features than they actually are. She also discusses the invisibility cloak illusion, where we feel invisible to others but are actually being noticed more than we think. These concepts demonstrate that people pay attention to us as a whole, not just our insecurities. 00:09:47 - Having More Influence Than We Think Vanessa discusses how our influence extends beyond our self-perceived flaws and insecurities. She explains Erica Boothby's research on the invisibility cloak illusion, showing that people pay attention to us and our behaviors more than we realize. This insight reveals that we have more influence over others' behavior and actions than we think. 00:14:44 - The Influence of the Audience, Just being their–even if you don't say anything–can shape the experience and conversation. For example, the presence of a woman in a room can shape the way others talk about an issue as people engage in audience tuning. The audience's reactions and nonverbal cues can shape the beliefs of the person speaking, leading to a change in the message being delivered now and into the future. 00:15:28 - Virtual Presentations and Feedback, Virtual presentations can be challenging without the immediate feedback of the audience's reactions. The loss of laughter and nonverbal cues can lead to uncertainty and the need to adjust. Incorporating polls, chat questions, and breakout rooms can help maintain engagement and gather feedback. 00:21:16 - Maintaining Engagement in Virtual Meetings, In virtual meetings, it's important to ensure that everyone remains engaged and participates. Encouraging turn-taking and giving everyone a chance to voice their thoughts can help prevent people from getting lost or feeling unheard. Breakout rooms can also be used to facilitate discussions. 00:25:38 - The Power of the Audience in a Virtual World, In a virtual environment, the power of the audience's nonverbal communication is diminished. Those who are shy or hesitant to speak up can utilize the chat function to express their thoughts and contribute to the discussion without having to interrupt or speak aloud. Writing out thoughts in advance can also help overcome shyness and articulate ideas effectively. 00:30:05 - The Opportunity for Thoughtful Input, It's difficult for people to speak up (and dissent) unless they care deeply about a topic. The virtual setting provides an opportunity for more thoughtful input as people can take their time to think and prepare questions in advance. The chat function allows for engagement and gives a voice to those who may have been overshadowed in in-person meetings. 00:31:59 - Engaging Through the Chat, The chat function in virtual meetings can be advantageous as it allows participants to ask questions and contribute without the pressure of speaking up. It can also shape the way people listen and think about the discussion. The chat provides an opportunity to be seen and have an impact. 00:34:31 - The Importance of Influence, Having influence in meetings matters because there are opportunities that can be missed. Research shows that people listen, believe, and are more likely to do things for us than we think. By holding back or doubting our influence, we may miss out on making a real impact. It's also important to be mindful of the potential negative influence we can have on others. 00:36:50 - Being Mindful of Impact, It's crucial to focus on the impact our words and actions have on others rather than obsessing over how we are being judged. Even small comments can carry weight, especially when we are in positions of power. Being thoughtful and mindful can help prevent negative or unintended consequences. 00:38:59 - Moving Away from the Focusing Illusion, Instead of just worrying about how other people are focusing on you, reframe and refocus to be mindful of the impact your words and actions are having on others. 00:44:45 - "Gaining Perspective on Relationship Dynamics", Dr. Vanessa Bohns shares a technique in which individuals write about a fight they had with their partner from a third-party perspective. This exercise helps to see the ways in which they may be contributing to the dynamic and understand their impact on others. 00:45:26 - "The Liking Gap and Accurate Perspectives", The liking gap phenomenon suggests that people underestimate how much others like them. Third-party perspectives, such as in videos or compliments, can provide accurate insights into how others perceive and appreciate us. 00:46:42 - "The Power of Outsider Perspective", Taking an outsider's perspective can help increase self-awareness and understanding of one's influence on a situation. This perspective can be achieved through exercises like imagining oneself as a friend. Melina relates this back to Dove's Real Beauty campaign. 00:47:53 - "The Impact of Positive Feedback", Expressing gratitude and acknowledging the positive impact others have on us can create a ripple effect of spreading gratefulness. Compliments and feedback can have a lasting impact and should be shared more often. 00:48:24 - Conclusion, Melina's top insights from the conversation. What stuck with you while listening to the episode? What are you going to try? Come share it with Melina on social media -- you'll find her as @thebrainybiz everywhere and as Melina Palmer on LinkedIn. Thanks for listening. Don't forget to subscribe on Apple Podcasts or Android. If you like what you heard, please leave a review on iTunes and share what you liked about the show. I hope you love everything recommended via The Brainy Business! Everything was independently reviewed and selected by me, Melina Palmer. So you know, as an Amazon Associate I earn from qualifying purchases. That means if you decide to shop from the links on this page (via Amazon or others), The Brainy Business may collect a share of sales or other compensation. Let's connect: Melina@TheBrainyBusiness.com The Brainy Business® on Facebook The Brainy Business on Twitter The Brainy Business on Instagram The Brainy Business on LinkedIn Melina on LinkedIn The Brainy Business on Youtube Learn and Support The Brainy Business: Check out and get your copies of Melina's Books. Get the Books Mentioned on (or related to) this Episode: You Have More Influence Than You Think, by Vanessa Bohns Influence, by Robert Cialdini The Power of Us, by Dominic Packer and Jay Van Bavel Reinforcements, by Heidi Grant Fierce Conversations, by Susan Scott Connect with Vanessa: VANESSA'S WEBSITE VANESSA ON TWITTER VANESSA ON LINKEDIN Top Recommended Next Episode: Hate Being On Camera? Brainy Tips To Combat It (ep 95) Already Heard That One? Try These: Focusing Illusion (ep 89) Fundamental Attribution Error (ep 268) Influence Is Your Superpower, with Zoe Chance (ep 308) Influence, with Robert Cialdini (ep 312) 5 Years, 299 Episodes, These Are Your Favorites (ep 299) How To Sell From The Stage (episode 6) Sense of Sight (episode 24) Partitioning (episode 58) The Power of Us with Dr. Dominic Packer (episode 304) Framing (ep 296) Herding (episode 264) Partitioning (ep 254) Social Proof (ep 87) Other Important Links: Brainy Bites - Melina's LinkedIn Newsletter Dove Real Beauty Campaign Devil Wears Prada Clip The Invisibility Cloak Illusion The Spotlight Effect
The Brainy Business | Understanding the Psychology of Why People Buy | Behavioral Economics
Eden Brownell, director of behavioral science at MPulse Mobile, joins Melina Palmer on The Brainy Business podcast to discuss the application of behavioral science in healthcare delivery. The conversation, which was conducted live at Greenbook's IIEX North America conference, delves into the use of behavioral interventions to drive behavior change in healthcare. Brownell shares two case studies that highlight the power of storytelling, social influence, and understanding user experience to improve patient engagement and outcomes. From using videos to simulate the consequences of non-compliance to leveraging loss aversion, the episode demonstrates the effectiveness of behavioral design in healthcare. Brownell emphasizes the importance of addressing real barriers to behavior change and tailoring interventions to the specific needs and motivations of the target audience. Everyone interested in implementing evidence-based behavioral strategies to improve engagement and behavior change will find this episode insightful and practical (it's not just for the healthcare industry). Delve into the cutting-edge fusion of behavioral science and healthcare, and its role in optimizing patient results. Learn about the intriguing complexities of healthcare compliance and the psychology behind procrastination and time discounting. Be intrigued by real-world examples of how behavioral science can massively up the ante when it comes to adherence of medical tests. Discover the transformative power of personalized interventions in enhancing health outcomes with the aid of technology. Understand the synergy between behavioral science and healthcare as a pivotal solution to overcoming prevalent health barriers. Show Notes: 00:00:00 - Introduction, Melina Palmer introduces the podcast episode and welcomes Eden Brownell, the Director of Behavioral Science at MPulse Mobile. This episode is a replay of the live podcast interview conducted at Greenbook's IIEX North America conference. 00:03:24 - Getting to Know Eden Brownell, Eden shares her background and how she got into the field of behavioral science, drawing on her love for understanding human behavior and psychology. 00:06:35 - The Intersection of Theater and Behavioral Science, Eden discusses how her background in theater research has influenced her love for research and understanding human behavior. 00:08:57 - The Challenges of Healthcare Compliance, Melina and Eden explore the issue of compliance in healthcare and how behavioral science can help address it. They discuss the concept of present bias and its impact on healthcare decisions. 00:12:07 - Overcoming the Say-Do Gap, The conversation dives into the say-do gap and the challenges of committing to future actions. Eden shares a case study on healthcare compliance and how behavioral science can be applied to improve outcomes. 00:15:26 - Overcoming Engagement Challenges, Eden discusses the challenges of getting people to engage with colon test kits and the importance of getting their attention. They conducted an A/B test using behavioral science messaging to create a sense of ownership (leveraging loss aversion) and found a significant increase in engagement. 00:17:33 - The Endowment Effect and Psychological Barriers, The endowment effect is discussed as a psychological factor that increases the value of something once it is owned. The guest explains how reframing the message to create a sense of ownership can overcome psychological barriers and increase the likelihood of engagement. 00:19:15 - Increasing Engagement with Colon Test Kits, The results of the A/B test showed a 10-15% increase in engagement when using behavioral science messaging and the endowment effect. Eden discusses the importance of addressing barriers and lowering the perceived effort for members to complete the test. 00:20:44 - Next Steps: Completing the Colon Test Kits, The next step is to focus on increasing completion rates for those who have opted in to receive the test kit. Eden discusses using AI and natural language processing to identify barriers and provide resources to overcome them. 00:26:22 - Using AI to Overcome Barriers, AI is used to identify common barriers mentioned by members and provide targeted responses. Eden emphasizes the importance of allowing barriers to be uncovered and addressing them in real time to increase engagement. 00:30:13 - Encouraging Behavior Change, Eden discusses the importance of using nudges and partitions to encourage people to opt in for important activities such as cancer screenings. She emphasizes the need to make the process simple and streamlined while highlighting the value of health care and preventing cancer. 00:31:29 - Successful Storytelling with Video, Eden shares a passion project that involved using video to promote diabetic eye screening. By utilizing loss aversion and creating an emotional impact, the video successfully increased the click rates for scheduling eye exams by over 200%. 00:35:01 - Using Emotion and Storytelling, Eden discusses the power of emotion and storytelling in driving behavior change. By creating videos that evoke strong emotions and resonate with the audience, it becomes easier to connect people to their future selves and encourage them to take action. 00:39:10 - Leveraging Self-Determination Theory, Eden talks about the impact of self-determination theory and social proof in healthcare. By providing real-life experiences and engaging content, such as videos of moms sharing their concerns and experiences, it becomes easier to spark engagement and provide valuable information to individuals. 00:42:19 - Simplifying the Experience, Eden emphasizes the importance of simplifying the experience for individuals. By reducing complexity and perceived effort, it becomes easier to encourage behavior change and make the overall experience more enjoyable and engaging. Examples include incorporating moments of sunshine and removing unnecessary friction. 00:45:50 - Boosting Engagement and Motivation, The discussion focuses on using social aspects and storytelling to drive engagement and motivation in healthcare. By sharing stories and creating content that can be shared with friends and family, healthcare providers can have a bigger impact on the health and well-being of their members. 00:46:51 - Presenting Health Plans to Prioritize Health, Health plans are often focused on making money, but there is an opportunity to push them to prioritize the healthcare of their members. By testing ideas like sharing messages and content that can be easily shared on social media, health plans can have a broader impact on the health of their members and their extended group. 00:47:33 - Messaging and Social Proof, The conversation highlights the importance of messaging and social proof in healthcare. Simply stating statistics like "one in four women will get breast cancer" may not have the desired impact because people often think they won't be the one affected. Finding ways to effectively communicate and simplify these statistics using images and videos is crucial. 00:48:14 - Simplifying Healthcare Information, The discussion emphasizes the need to simplify healthcare information, especially considering low literacy levels and health literacy levels. Using images, videos, and infographics can help bridge the literacy gap and make healthcare information more understandable and accessible. 00:49:16 - Conclusion, Melina's top insights from the conversation. What stuck with you while listening to the episode? What are you going to try? Come share it with Melina on social media -- you'll find her as @thebrainybiz everywhere and as Melina Palmer on LinkedIn. Thanks for listening. Don't forget to subscribe on Apple Podcasts or Android. If you like what you heard, please leave a review on iTunes and share what you liked about the show. I hope you love everything recommended via The Brainy Business! Everything was independently reviewed and selected by me, Melina Palmer. So you know, as an Amazon Associate I earn from qualifying purchases. That means if you decide to shop from the links on this page (via Amazon or others), The Brainy Business may collect a share of sales or other compensation. Let's connect: Melina@TheBrainyBusiness.com The Brainy Business® on Facebook The Brainy Business on Twitter The Brainy Business on Instagram The Brainy Business on LinkedIn Melina on LinkedIn The Brainy Business on Youtube Learn and Support The Brainy Business: Check out and get your copies of Melina's Books. Get the Books Mentioned on (or related to) this Episode: Engaged, by Amy Bucher Friction, by Roger Dooley Behavioral Science in the Wild, by Dilip Soman and Nina Mazar What Your Customer Wants and Can't Tell You, by Melina Palmer Designing for Behavior Change, by Stephen Wendel Connect with Eden: Follow Eden on LinkedIn MPulse Mobile Top Recommended Next Episode: Engaged, with Amy Bucher (ep 164) Already Heard That One? Try These: Loss Aversion (ep 316) Influence Is Your Superpower, with Zoe Chance (ep 308) You Have More Influence Than You Think, with Vanessa Bohns (ep 197) The Life-Saving Skill of Story, with Michelle Auerbach (ep 288) Behavioral Storytelling, with David Paull (ep 289) Non-Obvious Thinking, with Rohit Bhargava (ep 297) Priming (ep 252) Framing (ep 296) Endowment Effect (ep 139) NUDGES and Choice Architecture (ep 35) Social Proof (ep 87) Partitioning (ep 254) Using Semiotics in Retail, with Rachel Lawes (ep 191) Behavior Change at WW and Beyond (ep 98) Behavioral Science Testing In Real Businesses (ep 94) Behavioral Science in the Wild, with Dilip Soman (ep 241) Designing for Behavior Change with Stephen Wendel (ep 116) Other Important Links: Brainy Bites - Melina's LinkedIn Newsletter
The Brainy Business | Understanding the Psychology of Why People Buy | Behavioral Economics
The art of storytelling plays a critical role in engaging and captivating an audience during presentations. A good story has the power to capture attention, foster emotional connections, and render complex ideas more relatable and understandable. However, the effectiveness of storytelling lies in its delivery. Presenters should aim to weave their key messages into a compelling narrative that provides value to the audience. Troy Andrews discusses the importance of storytelling in presentations using the metaphor of the Brooklyn Bridge which he used extensively in his book, Bridges and Barriers. In his view, the bridge represents the journey of taking an audience from one point to another, with the barriers symbolizing the obstacles or concerns that can hinder this process. By leveraging storytelling, Troy suggests that presenters can facilitate this journey more effectively, turning obstacles into opportunities for engagement and interaction. His unique approach to storytelling in the book doesn't follow a linear format, reflecting the idea that confident presenters can break from tradition to create more memorable and impactful presentations. In this episode: Discover the secrets behind creating powerful presentations that captivate and inspire. Decode the crucial role audience analysis plays in delivering meaningful and persuasive speeches. Learn how the strength lies in vulnerability and collaboration to foster trust and uplift your confidence. Understand the impact of strategic storytelling to craft enthralling presentations – even when you're just pitching for more budget next quarter. Learn the value of confidence (and practice) and the role it plays in giving compelling presentations. Show Notes: 00:00:00 - Introduction, Introduction to the podcast episode and the guest, Troy Andrews. He is the author of the book Bridges and Barriers and specializes in applying behavioral science and persuasion theory to presentations. 00:02:23 - Troy's Background and Transition, Troy shares his background in the construction industry and how his experience in communication and project management led him to pursue a career in presentation coaching. He discusses his move to Shanghai, China, in 2008 and his passion for behavioral economics and science. 00:06:15 - Leveraging Presentations for Career Growth, Troy emphasizes the importance of using presentations as an opportunity to shape others' perception of you and advance your career. He suggests focusing on the adjectives or nouns you want to be known for and strategically incorporating them into your presentations. 00:08:31 - The Role of Persuasion in Presentations, Troy highlights the role of persuasion in presentations and the misconception that there is a magic pitch or specific words that guarantee agreement. He discusses the importance of audience analysis and finding common ground to establish rapport and influence others. 00:12:53 - Genuine Connection and Persuasion, Troy shares an example of using audience research to establish a genuine connection with a potential client and how it positively influenced their conversation. He emphasizes the line between persuasion and manipulation and the importance of genuine care and thoughtfulness in establishing rapport. 00:15:06 - Building Relationships and Gaining Influence, Troy shares a story about how Benjamin Franklin won over an opponent by discovering their shared love for rare books. By finding common ground and asking for help, a mentor-mentee relationship was formed, leading to increased trust and support. 00:19:19 - The Art of Woo, Troy recommends "The Art of Woo" (link below) as a book that explores the principles of influence and persuasion. He highlights the importance of understanding influential people within an organization and tailoring presentations to address their concerns. 00:20:51 - Overcoming the Confidence Barrier, Melina and Troy discuss the challenge of confidence in presentations. They emphasize the need for confidence to be backed up by thorough audience analysis and preparation. Practice, understanding the audience's worries, and being well-versed in the content are key to building confidence. 00:24:33 - The Importance of Presentation Structure, Melina shares the importance of structuring presentations with a clear arc and a central message. By guiding the audience through a storytelling journey and incorporating emotional elements, presenters can create impactful and memorable presentations. 00:28:09 - Embracing Failure and Building Real Confidence, Troy promotes the idea of embracing failure and being okay with uncertainty. Real confidence comes from giving your best effort and being resilient, even in the face of potential failures. Building confidence through exposure and experience is key. 00:31:14 - Focusing Illusion in Presentations, The conversation discusses the focusing illusion in presentations, where presenters often fixate on one thing they think the audience is paying attention to (like when they messed up that word), but in reality, the audience may not notice or care about it. Tips are shared on how to avoid getting hung up on minor details and maintain confidence during presentations. 00:32:38 - Overcoming the Fear of Public Speaking, Troy emphasizes the importance of building confidence when it comes to public speaking. Exposure therapy is suggested as a way to gradually overcome the fear. Starting with small actions like asking questions in meetings can help individuals become more comfortable expressing themselves and eventually improve their presentation skills. 00:35:48 - Storytelling and the Brooklyn Bridge, Troy shares how he came up with the idea of using the Brooklyn Bridge as a metaphor for presentations in his book, Bridges and Barriers. He wanted to simplify the concept of carrying the audience across from one point to another and highlight the importance of addressing barriers that may prevent them from accepting the message. The non-linear storytelling approach in the book is discussed. 00:45:48 - Importance of Personal Style and Confidence in Presentations, Melina and Troy discuss the importance of personal style in presentations and how it can help people remember you. He emphasizes the need to be confident and comfortable with your choices, whether it's your clothing or hairstyle. Being true to yourself and owning it is key. 00:46:24 - Overcoming Fashion Norms and Embracing Individuality, Melina shares how she started wearing sneakers to conferences instead of uncomfortable shoes, and how she owns his choice by wearing bright, bold colors. She mentions that most people don't say anything at all, and those who do have had kind things to say. It's about being comfortable with your own truth. 00:48:08 - Troy's Top Tip for Better Presentations, Troy recommends a practical practice for improving presentation skills. He suggests recording a 1-minute video of yourself every day for a month, using an app like PowerPoint with an AI coach to track your progress. He advises focusing on energy and turning up the voltage to engage your audience. 00:50:21 - The Power of Energy in Presentations, Troy emphasizes the importance of energy in presentations and how it can make a significant difference in how it is received by the audience. 00:39:04 - Conclusion, Melina's top insights from the conversation. What stuck with you while listening to the episode? What are you going to try? Come share it with Melina on social media -- you'll find her as @thebrainybiz everywhere and as Melina Palmer on LinkedIn. Thanks for listening. Don't forget to subscribe on Apple Podcasts or Android. If you like what you heard, please leave a review on iTunes and share what you liked about the show. I hope you love everything recommended via The Brainy Business! Everything was independently reviewed and selected by me, Melina Palmer. So you know, as an Amazon Associate I earn from qualifying purchases. That means if you decide to shop from the links on this page (via Amazon or others), The Brainy Business may collect a share of sales or other compensation. Let's connect: Melina@TheBrainyBusiness.com The Brainy Business® on Facebook The Brainy Business on Twitter The Brainy Business on Instagram The Brainy Business on LinkedIn Melina on LinkedIn The Brainy Business on Youtube Learn and Support The Brainy Business: Check out and get your copies of Melina's Books. Get the Books Mentioned on (or related to) this Episode: Bridges and Barriers, by Troy Andrews The Art of Woo, by G. Richard Shell and Mario Moussa Influence, by Robert Cialdini Presuasion, by Robert Cialdini Influence Is Your Superpower, by Zoe Chance Connect with Troy: Follow Troy on LinkedIn Presentation Persuasion Website Top Recommended Next Episode: Influence, with Robert Cialdini (ep 312) Already Heard That One? Try These: Influence Is Your Superpower, with Zoe Chance (ep 308) You Have More Influence Than You Think, with Vanessa Bohns (ep 197) Reciprocity (ep 238) Unity (ep 216) Vulnerability Loops (ep 229) Rebrand, Refresh or Reinforce? (ep 44) The Life-Saving Skill of Story, with Michelle Auerbach (ep 288) Behavioral Storytelling, with David Paull (ep 289) Non-Obvious Thinking, with Rohit Bhargava (ep 297) Focusing Illusion (ep 89) Priming (ep 252) Framing (ep 296) Magic Words, with Jonah Berger (ep 301) What is Cognitive Semiotics? With Sarah Thompson (ep 259) Other Important Links: Brainy Bites - Melina's LinkedIn Newsletter Pratfall Effect
The Brainy Business | Understanding the Psychology of Why People Buy | Behavioral Economics
The principle of unity, now featured as Robert Cialdini's 7th Principle of Persuasion in the New and Expanded version of Influence, is important for anyone in business to understand. Fundamentally, it is about fostering a communal sentiment between the communicator and the audience, making them feel as if they are part of the same group. This unity transcends mere similarities and taps into shared identities such as nationality, family, or political affiliation. More than being an effective tool for persuasion, creating a sense of unity also helps build stronger, more meaningful connections with others. Throughout the interview, Dr. Cialdini explains all seven principles of persuasion: reciprocity, authority, liking, consistency/commitment, social proof, scarcity, and unity. He provides thought-provoking examples and tips that anyone in business can learn from and start being more influential (and persuasive) immediately! Don't miss this one. In this episode: Uncover the basic principles of persuasion and their impressive influence on human behavior. Learn about the (now) 7 Principles of Persuasion from the godfather of influence himself. Hear some questions from listeners like you, that Melina asked Dr. Cialdini! Embrace ethical persuasion and the responsible handling of influence strategies. Discover a little about what Bob is doing now, as Melina mentions the Cialdini Institute, a new initiative that has launched since this refreshed episode originally aired. Show Notes: 00:00:00 - Introduction, The episode introduces Dr. Robert Cialdini, a renowned persuasion scientist, and discusses his iconic book "Influence" and its new and expanded version, which includes the seventh principle of persuasion, Unity. 00:03:15 - Cialdini's Background and Research, Dr. Cialdini shares his background as a persuasion scientist and his early research, which involved immersive observational studies of various professions that rely on influencing others. He emphasizes the importance of studying naturally occurring environments and the common principles of persuasion he discovered. 00:06:41 - The Original Six Principles of Persuasion, Bob presents the six original principles of persuasion: reciprocity, liking, social proof, authority, commitment and consistency, and scarcity. He explains each principle and how they influence people's decision-making processes. 00:15:55 - The Seventh Principle: Unity, Dr. Cialdini introduces the seventh principle of persuasion, Unity, which focuses on creating a sense of shared identity between the communicator and the audience. He explains how unity can break down barriers to influence and strengthen the impact of persuasive messages. 00:19:45 - The Cuban Missile Crisis and Reciprocity, The conversation begins with a discussion of the Cuban Missile Crisis and how the commonly held belief that Kennedy stood firm against Khrushchev was not entirely accurate. It was actually a reciprocal exchange of concessions, with Kennedy promising to remove U.S. missiles from Turkey in exchange for Khrushchev removing missiles from Cuba. 00:23:05 - Problem-Free vs. Problem-Freed Experience, The conversation shifts to the importance of resolving problems for customers in business. It is argued that a problem-freed experience, where a problem is resolved in favor of the customer, can lead to increased loyalty and advocacy. Customers appreciate when problems are quickly and effectively addressed. 00:29:40 - Principles of Influence in a Digital World, The conversation explores how the principles of influence adapt to a digital world, such as social media. While the platforms may change, the principles themselves remain consistent. Social proof, in particular, has gained traction with the availability of online reviews and testimonials. 00:33:53 - The Effectiveness of Persuasion Principles, Melina asks a question from a listener on whether or not the principles are less effective now that people are aware of them and the landscape is changing. Dr. Cialdini explains his thoughts on this question. 00:39:32 - Reader Letters and Social Proof, The inclusion of reader letters in the book was not initially intended as a social proof strategy, but rather as a way to engage with readers. However, the readers' reports became a popular feature, providing social proof of the principles of the book in everyday situations. 00:41:46 - Future Book Plans, Dr. Cialdini mentions his plan to write his next book as a collection of readers' reports, with his thoughts on each. This format has been well-received by readers and provides valuable insights into how the principles of persuasion work in various contexts, so he thinks it could make a good full book. 00:42:41 - The Power of Unity, Dr. Cialdini shares a personal story of how the principle of Unity helped him obtain data for a grant application from a colleague who is known to be less-than-helpful. By emphasizing their shared history and belonging to the same department, he was able to persuade his colleague to provide the necessary data. 00:45:30 - Learning More from Dr. Cialdini, To learn more from Dr. Cialdini, listeners can visit the Influence At Work website, where they can access his other books and also find information on training programs. Dr. Cialdini emphasizes the importance of ethical persuasion and offers resources to help individuals become effective and ethical persuaders. 00:45:57 - Reflecting on Influence, Melina reflects on her conversation with Dr. Cialdini and highlights the power of reciprocity, liking, and social proof and how they can all be achieved in one act – in this case, the endorsement he provided for her second book, What Your Employees Need and Can't Tell You. Melina also shares a bit of what Dr. Cialdini is up to now, including the newly launched Cialdini Institute (links below). 00:46:54 - Conclusion, Melina's top insights from the conversation. What stuck with you while listening to the episode? What are you going to try? Come share it with Melina on social media -- you'll find her as @thebrainybiz everywhere and as Melina Palmer on LinkedIn. Thanks for listening. Don't forget to subscribe on Apple Podcasts or Android. If you like what you heard, please leave a review on iTunes and share what you liked about the show. I hope you love everything recommended via The Brainy Business! Everything was independently reviewed and selected by me, Melina Palmer. So you know, as an Amazon Associate I earn from qualifying purchases. That means if you decide to shop from the links on this page (via Amazon or others), The Brainy Business may collect a share of sales or other compensation. Let's connect: Melina@TheBrainyBusiness.com The Brainy Business® on Facebook The Brainy Business on Twitter The Brainy Business on Instagram The Brainy Business on LinkedIn Melina on LinkedIn The Brainy Business on Youtube Learn and Support The Brainy Business: Check out and get your copies of Melina's Books. Get the Books Mentioned on (or related to) this Episode: Influence, by Robert Cialdini Presuasion, by Robert Cialdini Influence Is Your Superpower, by Zoe Chance You Have More Influence Than You Think, by Vanessa Bohns What Your Employees Need and Can't Tell You, by Melina Palmer Connect with Robert: Robert Cialdini on Twitter Follow Robert Cialdini on LinkedIn Cialdini Institute Website Top Recommended Next Episode: The Unity Principle (ep 216) Already Heard That One? Try These: Reciprocity (ep 238) Social Proof (ep 87) Influence Is Your Superpower, with Zoe Chance (ep 308) Framing (ep 296) You Have More Influence Than You Think, with Vanessa Bohns (ep 197) Priming (ep 252) Magic Words, with Jonah Berger (ep 301) 5 Years, 299 Episodes, These Are Your Favorites (ep 299) The Power of Scarcity, with Mindy Weinstein (ep 271) Precommitment (ep 120) Scarcity (ep 270) Familiarity Bias (ep 149) Friction, with Roger Dooley (ep 274) Negative Reviews and How to Deal with Them (ep 163) Episode 76: The Brainy Benefits of Gratitude What Your Employees Need and Can't Tell You (ep 225) Other Important Links: Brainy Bites - Melina's LinkedIn Newsletter Influence At Work, Cialdini's website
The Brainy Business | Understanding the Psychology of Why People Buy | Behavioral Economics
Dr. Vanessa Patrick, a respected marketing professor at the University of Houston's Bauer College of Business, is revered for her notable research on the psychology of saying no. This research acts as the foundation of her book, The Power of Saying No. The seemingly simple act can be a strenuous inner struggle, but Vanessa insists it's an essential skill for preserving personal dignity and establishing a balanced life. Understanding the psychology behind our hesitance to refuse can liberate individuals from overcommitment and enable them to set healthier boundaries. In her conversation with Melina Palmer, Vanessa articulated that the challenge of saying no often stems from our fear of negatively impacting relationships or tarnishing our reputation. However, people's constant attempt to please others leads them to become a pushover, gradually erasing their individuality. Vanessa conveyed that saying no (using her method of empowered refusal) allows you to not just create and uphold your unique identity but also to avoid turning into a person who mindlessly accepts every request. In this episode: Discover the influence of saying no and how it enhances the quality of relationships and life. Learn actionable strategies to establish personal boundaries and become uncompromisingly committed to them. Recognize the primary function of personal motivations and beliefs in setting energized refusal. Grasp the dilemma of saying no in contrasting situations and the art of diluting social pressure. Acquaint yourself with the principle of opportunity cost and its immense relevance to making mindful trade-offs. Show Notes: 00:00:00 - Introduction, Dr. Vanessa Patrick is the author of The Power of Saying No and a professor of marketing. Her research focuses on understanding why people struggle with saying no and the importance of setting boundaries. In this episode, she discusses the dual drivers behind saying yes when we want to say no. 00:05:39 - The Fear of Saying No, Dr. Patrick explains that the fear of saying no stems from our desire to be liked and our concern for our reputation. We often say yes to maintain relationships and be seen as competent. However, saying no strategically can actually help us develop our unique skills and be known for our expertise. 00:07:50 - The Motivation Behind Studying Saying No, Dr. Patrick shares that her initial research focused on self-discipline and resisting temptation through self-talk. After publishing her findings, she realized the widespread struggle with saying no and the importance of understanding how to say no effectively. This led her to further explore the topic and eventually write her book. 00:11:25 - The Power of "Don't" vs. "Can't" Dr. Patrick introduces the concept of using "don't" instead of "can't" when saying no. By saying "I don't" instead of "I can't," we appear more empowered and in control. This small shift in language can make a significant difference in how others perceive our refusal. 00:16:05 - Building Personal Policies, Vanessa Patrick discusses the importance of reflecting on our beliefs and values to establish personal policies that guide our actions and decisions. These policies, similar to mental budgets, help us stick to our desired goals and make it easier to say no in various situations. 00:18:04 - Being the "Kind of Person" Who Says No, Vanessa emphasizes the power of framing our decisions as reflections of our identity. By saying "I'm the kind of person who..." we can effectively communicate our boundaries and say no more effectively. 00:19:26 - Navigating Asks in the Workplace, Vanessa provides a framework for deciphering asks in the workplace. She distinguishes between urgent and important tasks that require immediate action, and non-promotable tasks that may distract from our main responsibilities. She highlights the importance of balancing participation in non-promotable tasks and ensuring fairness in task distribution. 00:23:24 - Finding Value in Non-Promotable Tasks, Vanessa acknowledges that some individuals may find value in non-promotable tasks, such as party planning, as it aligns with their personal interests or provides visibility. However, she encourages individuals to ensure they are not solely responsible for these tasks and to create an environment where everyone's strengths are leveraged. 00:27:28 - Reframing Saying No, Vanessa reminds us that saying no is not a rejection of the person making the request, but a refusal of the ask. By reframing our mindset, saying no can become much easier. 00:32:25 - Is It A Salt or Lasagna Ask?, Vanessa explains the concept of "pass the salt" asks, which are easy and low-cost requests that can have a high benefit for the person asking. She also introduces the idea of "bake your famous lasagna" asks, which are requests that are costly for the person asked but have no real impact. Vanessa emphasizes the importance of saying no to these types of asks and prioritizing the "Hero's Journey" asks that make a difference in the world. 00:35:13 - Opportunity Cost and Saying No, Vanessa discusses the concept of opportunity cost and how every time we say yes to something, we are saying no to other opportunities. She highlights the need to intentionally consider the opportunity cost of our decisions and the importance of saying no to things that don't align with our values and goals. 00:37:10 - The (Non)Selfishness of Saying No, Vanessa challenges the notion that saying no is selfish, explaining that it is actually selfish for someone to ask us to do something that doesn't matter to us or leverage our strengths. She encourages individuals to recognize their right to say no and not feel guilty about it. 00:38:02 - Tips and Resources for Saying No, Melina mentions that Vanessa's book provides valuable tips and strategies for saying no, especially in different situations such as with bosses. Vanessa emphasizes the power of an empowered refusal, which effectively conveys your stance based on your values and priorities. She encourages individuals to own their no's and not make excuses or be wishy washy -- own those nos! 00:39:04 - Conclusion, Melina's top insights from the conversation. What stuck with you while listening to the episode? What are you going to try? Come share it with Melina on social media -- you'll find her as @thebrainybiz everywhere and as Melina Palmer on LinkedIn. Thanks for listening. Don't forget to subscribe on Apple Podcasts or Android. If you like what you heard, please leave a review on iTunes and share what you liked about the show. I hope you love everything recommended via The Brainy Business! Everything was independently reviewed and selected by me, Melina Palmer. So you know, as an Amazon Associate I earn from qualifying purchases. That means if you decide to shop from the links on this page (via Amazon or others), The Brainy Business may collect a share of sales or other compensation. Let's connect: Melina@TheBrainyBusiness.com The Brainy Business® on Facebook The Brainy Business on Twitter The Brainy Business on Instagram The Brainy Business on LinkedIn Melina on LinkedIn The Brainy Business on Youtube Learn and Support The Brainy Business: Check out and get your copies of Melina's Books. Get the Books Mentioned on (or related to) this Episode: The Power of Saying No, by Vanessa Patrick Influence Is Your Superpower, by Zoe Chance You Have More Influence Than You Think, by Vanessa Bohns Magic Words, by Jonah Berger What Your Employees Need and Can't Tell You, by Melina Palmer Connect with Vanessa: Vanessa on Twitter Follow Vanessa on LinkedIn Vanessa's Website Top Recommended Next Episode: Influence Is Your Superpower, with Zoe Chance (ep 308) Already Heard That One? Try These: Behavioral Science in the Wild, with Dilip Soman (ep 241) Framing (ep 296) You Have More Influence Than You Think, with Vanessa Bohns (ep 197) Influence, with Robert Cialdini (ep 157) Getting Along, with Amy Gallo (ep 269) A More Just Future, with Dolly Chugh (ep 247) Priming (ep 252) Framing (ep 296) Magic Words, with Jonah Berger (ep 301) Game Theory (ep 228) Inequity Aversion (ep 224) Mental Accounting (ep 282) Get It Done, with Ayelet Fishbach (ep 186) Defaults (ep 38) Subtract, with Leidy Klotz (ep 162) Other Important Links: Brainy Bites - Melina's LinkedIn Newsletter
The Brainy Business | Understanding the Psychology of Why People Buy | Behavioral Economics
Dr. Zoe Chance emphasizes the importance of examining problems from different perspectives and setting long-term goals for success. Approaching problem-solving differently can result in innovative solutions that others might overlook. By aligning these objectives with Zoe's "magic question," individuals can foster a sense of collaboration and create opportunities for progress. Throughout the podcast, Dr. Chance shares stories of how people have successfully applied the magic question in various situations. For instance, she recounts the story of Gloria Steinem, who addressed the issue of sex trafficking in a Zambian village by asking the magic question, leading to a revelation that an electric fence was required to protect crops from elephants. Such examples reinforce the importance of aligning long-term goals with the magic question in order to effectively influence and create meaningful change. This episode, which features many insights from Zoe's book, Influence is Your Superpower, also highlights the importance of saying "No" (with a challenge to do so to every request for 24 hours) and the interesting way she set up her book chapters (along with some tips for aspiring authors). In this episode, you will be able to: Enhance your connections and communication through the strength of influence. Achieve better work-life balance by saying 'no' and outlining clear-cut boundaries. Embrace an innovative way of addressing problems and designing future targets. Comprehend the workings of decision-making and how to convince others with competence. Show Notes: 00:00:00 - Introduction, Melina introduces Zoe Chance and her book Influence Is Your Superpower. She highlights the relevance of the topic to the upcoming guest, Vanessa Patrick's book, The Power of Saying No. 00:03:24 - From Theater to Sales, Zoe talks about her experience in theater and how it helped her develop the skills to communicate, move, and connect with people. She also narrates her experience in sales, door-to-door sales, telemarketing, and marketing, where she learned about rejection and the importance of being comfortable with saying (and hearing) no. 00:06:44 - The Power of No, Zoe introduces her 24-hour no challenge, which she did for a whole month one November, and the 24-hour no challenge she gives her students. She explains how saying no can help build healthy relationships and create space in one's life. She also emphasizes the importance of not justifying one's no and the need to disentangle the request from the relationship. 00:10:23 - Handling Objections, Zoe talks about handling objections in sales training, addressing all the different kinds of objections that someone might have. She reveals that most sales training is about handling objections. She adds that it is often a good idea not to justify one's no because it can create a way for them to convince you to change your mind. 00:13:00 - The Worst Thing They Can Say is No, Zoe explains the mindset that "the worst thing they can say is no," -- how this is both helpful and harmful. 00:15:33 - Framing and Half Chapters, Zoe discusses her use of framing in her book, Influence Is Your Superpower, and how she structured the chapters to include shorter chapters between longer ones to create more momentum and ease of reading. She also shares her love for Harry Potter and how she used references to create a little magic for readers. 00:19:16 - The Magic of Harry Potter, Melina and Zoe bond over their love for Harry Potter and share their experiences visiting the Harry Potter Studios outside London. They discuss the level of thoughtfulness and detail that went into creating the world of Harry Potter and how it inspires them in their own work. 00:23:49 - The Power of Framing, Zoe explains the concept of framing and shares an example from her idol, Derren Brown, a mind reader and illusionist who is a master at directing attention. She discusses how framing works to focus our attention on one thing and make us ignore everything else, and how this is a metaphor for how our brain makes decisions. 00:29:22 - The Influence of Derren Brown, Melina and Zoe discuss the work of Derren Brown and how he is an expert in influence, even though he is not an academic. They share examples of how he uses questioning techniques to get people to believe certain things and how he can get them to choose something different from what they originally wanted. 00:31:38 - The Importance of Experimentation, Zoe emphasizes the importance of experimentation in behavioral science and how it is critical to test and iterate on things. 00:31:31 - Setting Goals and The Magic Question, Dr. Zoe Chance shares tips on setting long-term goals and using the magic question to collaborate and problem-solve with others. The magic question involves asking "What it would take...?" to achieve a specific goal or overcome an obstacle. By doing this, it shifts the mindset from resistance to collaboration, and the other person becomes committed to supporting the outcome. 00:35:20 - Personal Journey of Transformation, The book Influence Is Your Superpower is a personal journey of transformation to becoming someone that people want to say yes to. It provides readers with the tools needed to gain influence through personal and professional relationships. The book is focused on collaboration and problem-solving to achieve goals. 00:37:06 - Connecting with Zoe Chance, The best way to get the book Influence Is Your Superpower is through Zoe Chance's website, Zoechance.com. You can connect with her on Twitter, where she shares tips and engages with readers. She encourages readers to share how they use the tips from the book. 00:38:39 - Using the Magic Question, The magic question "What would it take?" is a simple yet powerful tool that can be used to achieve goals and overcome obstacles. It involves asking the other person what it would take to achieve a specific goal or overcome an obstacle. This approach shifts the mindset from resistance to collaboration and helps to identify the roadmap needed to achieve the desired outcome. 00:39:14 - Conclusion, Melina's top insights from the conversation. What stuck with you while listening to the episode? What are you going to try? Come share it with Melina on social media -- you'll find her as @thebrainybiz everywhere and as Melina Palmer on LinkedIn. Thanks for listening. Don't forget to subscribe on Apple Podcasts or Android. If you like what you heard, please leave a review on iTunes and share what you liked about the show. I hope you love everything recommended via The Brainy Business! Everything was independently reviewed and selected by me, Melina Palmer. So you know, as an Amazon Associate I earn from qualifying purchases. That means if you decide to shop from the links on this page (via Amazon or others), The Brainy Business may collect a share of sales or other compensation. Let's connect: Melina@TheBrainyBusiness.com The Brainy Business® on Facebook The Brainy Business on Twitter The Brainy Business on Instagram The Brainy Business on LinkedIn Melina on LinkedIn The Brainy Business on Youtube Learn and Support The Brainy Business: Check out and get your copies of Melina's Books. Get the Books Mentioned on (or related to) this Episode: Influence Is Your Superpower, by Zoe Chance You Have More Influence Than You Think, by Vanessa Bohns Magic Words, by Jonah Berger The Power of Saying No, by Vanessa Patrick What Your Employees Need and Can't Tell You, by Melina Palmer Connect with Zoe: Zoe on Twitter Follow Zoe on LinkedIn Zoe's Website Top Recommended Next Episode: A More Beautiful Question, with Warren Berger (ep 200) Already Heard That One? Try These: Framing (ep 296) You Have More Influence Than You Think, with Vanessa Bohns (ep 197) Influence, with Robert Cialdini (ep 157) 5 Years, 299 Episodes, These Are Your Favorites (ep 299) Getting Along, with Amy Gallo (ep 269) A More Just Future, with Dolly Chugh (ep 247) Non-Obvious Thinking, with Rohit Bhargava (ep 297) What is Questionstorming? (ep 215) Priming (ep 252) Framing (ep 296) What is Cognitive Semiotics? With Sarah Thompson (ep 259) Leveraging Metaphor, with Olson Zaltman (ep 181) Magic Words, with Jonah Berger (ep 301) The Sense of Sight (episode 24) The IKEA Effect (ep 112) Other Important Links: Brainy Bites - Melina's LinkedIn Newsletter Zoe's Yale Faculty Page How to Make a Behavior Addictive: Zoë Chance at TEDxMillRiver Derren Brown, The Apocalypse Derren Brown, Perfect Present
For most of us, saying “no” doesn't come naturally. You feel bad disappointing a colleague or guilty about turning down your boss, but it doesn't have to be that way. Learn how to say no at work, why it's such a struggle to say no, and techniques that can help you still advance at work. Social psychologist, Vanessa Bohns, author of You Have More Influence Than You Think, is here to explain. Weekly Newsletter Sign-Up: http://bit.ly/37hqtQW Follow Career Contessa: http://bit.ly/2TMH2QP The Confidence Crunch: https://bit.ly/3efA8MU Vanessa Bohns: https://www.vanessabohns.com/ Book: https://amzn.to/3pRbeMR This episode may contain paid endorsements and advertisements for products and services. Individuals on the show may have a direct, or indirect financial interest in products, or services referred to in this episode. Episode Perks: Whether you're working from home, commuting part-time, or navigating a return to office life, Remotely Curious offers relatable conversations, insights, and perspectives to help you figure it all out. Listen to Remotely Curious wherever you get podcasts | www.remotely-curious.com Produced by Dear Media
The Brainy Business | Understanding the Psychology of Why People Buy | Behavioral Economics
On the eve of the 300th episode of The Brainy Business, it felt like the perfect time to do a “best of” episode from the first five years of the show (another milestone we are just a couple of weeks away from!). How do we find out the “top” content around here? Thankfully, I don't have to choose (each episode is like one of my babies), and, we don't even have to ask. You have been voting every day for the last five years as you have chosen which episodes to listen to. And, in these five years, you have cast 904,605 “votes” that made it into the final tally that created this Top 20 list. Thank you to everyone in the more than 170 countries who have listened to, rated, reviewed, subscribed to, and shared The Brainy Business podcast over the last five years. We wouldn't still be here if it weren't for you – please keep it up (and we plan to too!) In this episode: Delve into the psychology behind consumer decision-making and its impact on businesses. Reinforce your learning by revisiting earlier podcast episodes and mining hidden gems. Embrace the concept of continuous improvement by experimenting and testing new ideas. Show Notes: 00:00:00 - Celebrating the First 5 Years, In this episode, host Melina Palmer celebrates The Brainy Business podcast's 299th episode and the first five years of the podcast. She shares that upcoming new episodes include an interview with Jonah Berger (301) to kick off the next hundred, as well as the five-year anniversary episode and data visualization designer Sarah K. Miller (303), who created an amazing piece of data art to commemorate the top downloads for the first five years. 00:02:00 - Top 20 Most Downloaded Episodes, Melina shares that 904,605 votes from over 170 countries were cast for the top downloaded episodes – so cool! She then goes on to list the top 20 most downloaded episodes, starting with The Voltage Effect, by John List. Other top episode guests from 11-20 include Kurt Nelson, Troy Campbell, Eric Johnson, Prince Ghuman, and Katelyn Bourgoin. Not to mention, several solo episodes from Melina, like the one on the behavioral economics of Starbucks. 00:09:47 - How to Create Remarkable Experiences with Dan Gingiss, Melina talks about the 13th most downloaded episode of all time, episode 185, with Dan Gingis. They discuss his book The Experience Maker and how to create great experiences using his WISER methodology. 00:12:00 - How to Successfully Pitch Your Business, Melina shares her tips on great pitches in the 11th most downloaded episode of all time, episode 177. She also mentions that if listeners are interested in consulting or improving their pitches, they can book a strategy session or send her an email. 00:13:33 - How to Make Online Courses People Enjoy with Chris Rawlinson, Melina talks about the 10th most downloaded episode of all time, the shocking completion stats for most courses, and how 42 Courses have exceeded all expectations. In this episode, founder Chris Rawlinson shares his tips for creating awesome online courses that people actually complete (and enjoy). 00:17:23 - You Love Influence, Three episodes from specialists in the area of influence, including Vanessa Bohns (You Have More Influence Than You Think), Yale Professor Zoe Chance (Influence Is Your Superpower), and, Robert Cialdini (Influence) all made the top 10. Where specifically did they land and what are some of Melina's favorite insights from these episodes? Give it a listen. 00:21:06 - The Paradox of Choice, Episode 171 focused on the work of Barry Schwartz and how more choices can often lead to overwhelm and a tendency to choose nothing. People are less likely to buy when there are too many choices, so it's important to make it easier for them to choose. This is the 5th most downloaded episode of all time. 00:22:16 - The Dunning Kruger Effect, Episode 198 (refreshed as episode 266) discussed the interesting relationship between confidence and competence and how when we know very little about something (low competence) we have ridiculously high confidence. Once we get more competence and start to see all that we don't know, confidence tanks. This was the 4th most downloaded episode of all time. 00:24:49 - Get It Done, Based on the work of Ayelet Fishback, episode 186 gives tips and insights into the science of motivation to help you complete your goals and get more of the right things done. It's about setting the right goals in the right way and avoiding the relentless pursuit of goals that can sometimes come at our own detriment. Congratulations to Ayelet on the interview with the most downloads ever and the 3rd most-downloaded episode of The Brainy Business podcast! 00:27:01 - The Top Two, Are The First Two, The first two episodes have been the two most downloaded from the beginning. Melina explains why she thinks this is, and some of what you will find in those episodes. 00:32:54 - Recap of the Top 20 Episodes, Get the full list of the 20 most downloaded episodes of all time, so you can add them to your listening queue! 00:33:37 - Thank You, Melina expresses gratitude to all listeners for making the first five years of The Brainy Business podcast a success beyond anything imagined. She also teases new projects coming soon and encourages listeners to sign up for the newsletter/connect on social media to be the first to know. 00:34:31 - Conclusion, Melina's top insights from the conversation. What stuck with you while listening to the episode? What are you going to try? Come share it with Melina on social media -- you'll find her as @thebrainybiz everywhere and as Melina Palmer on LinkedIn. Thanks for listening. Don't forget to subscribe on Apple Podcasts or Android. If you like what you heard, please leave a review on iTunes and share what you liked about the show. I hope you love everything recommended via The Brainy Business! Everything was independently reviewed and selected by me, Melina Palmer. So you know, as an Amazon Associate I earn from qualifying purchases. That means if you decide to shop from the links on this page (via Amazon or others), The Brainy Business may collect a share of sales or other compensation. Let's connect: Melina@TheBrainyBusiness.com The Brainy Business® on Facebook The Brainy Business on Twitter The Brainy Business on Instagram The Brainy Business on LinkedIn Melina on LinkedIn The Brainy Business on Youtube Join the BE Thoughtful Revolution – our free behavioral economics community, and keep the conversation going! Learn and Support The Brainy Business: Check out and get your copies of Melina's Books. Get the Books Mentioned on (or related to) this Episode: Get It Done, by Ayelet Fishbach Paradox of Choice, by Barry Schwartz Influence, by Robert Cialdini Influence is Your Superpower, by Zoe Chance You Have More Influence Than You Think, by Vanessa Bohns Top Recommended Next Episode: Unlocking the Secrets of the Brain (ep 1) Already Heard That One? Try These: The Voltage Effect, w/ John List (ep 190) Motivation & Incentives at Work, w/ Kurt Nelson (ep 187) The Science of Cool, w/ Troy Campbell (ep 169) The Elements of Choice, w/ Eric Johnson (ep 174) Starbucks: Behavioral Economics Analysis (ep 278) Why We Like the Things We Like, w/ Prince Ghuman (ep 172) Creating Content People Can't Help but Engage with, w/ Katelyn Bourgoin (ep 201) How To Create Remarkable Experiences, w/ Dan Gingiss (ep 185) The Truth About Pricing (ep 5) How To Successfully Pitch Your Business (ep 177) How to Make Online Courses People Enjoy (& Complete!) w/ Chris Rawlinson (ep 193) Amazon: Behavioral Economics Analysis (ep 159) You Have More Influence Than You Think w/ Vanessa Bohns (ep 197) Influence Is Your Superpower, w/ Zoe Chance (ep 189) Influence, w/ Robert Cialdini (ep 157) The Paradox of Choice (ep 171) The Dunning Kruger Effect (ep 266) Get It Done, w/ Ayelet Fishbach (ep 186) The Top 5 Wording Mistakes Businesses Make (ep 2) Other Important Links: Brainy Bites - Melina's LinkedIn Newsletter
Vanessa Bohns, social psychologist, professor of organizational behavior at Cornell University, author, and researcher joins me on this episode. Vanessa is an expert on help-seeking, social influence, compliance, consent, and why it's so hard to say no. She's been featured in The New York Times, The Wall Street Journal, The Atlantic, and The Economist, among other media outlets. Her writing has appeared in Harvard Business Review, Fast Company, Business Insider, and elsewhere. Topics we cover include imposter syndrome, reframing anxiety, Vanessa's journey into academia, having more influence than we think, the power of the ask, learning to say no, the impact of technology and social media on influence, the difference between compliance and consent, and more. Get connected with Vanessa: Website: https://www.vanessabohns.com/ Instagram: https://www.instagram.com/profbohns/ Twitter: https://twitter.com/profbohns LinkedIn: https://www.linkedin.com/in/vanessa-bohns-33219710/ Purchase a copy of You Have More Influence Than You Think: https://www.amazon.com/dp/1324005718/ Leave a 5-star review with a comment on Apple Podcasts: https://podcasts.apple.com/us/podcast/business-minds-coffee-chat/id1539014324 Subscribe to my Business Builder Newsletter: https://bit.ly/32y0YxJ Want to learn how you can work with me to gain more clarity, build a rock-solid foundation for your business, and achieve the results and success you deserve? Visit http://jayscherrbusinessconsulting.com/ and schedule a 1:1 discovery coaching call. Enjoy, thanks for listening, and please share with a friend! To your success, Jay
This week we revisit our interview with Vanessa Bohns. We discuss her new book, You Have More Influence Than You Think. Vanessa is a social psychologist, an award-winning researcher and teacher, and a professor of organizational behavior at Cornell University. She holds a PhD in psychology from Columbia University and an AB in psychology from Brown University. Professor Bohns has been a Visiting Scholar at the NYU Stern School of Business and has taught at the University of Toronto's Rotman School of Management. Her writing has appeared in the New York Times, Wall Street Journal, and Harvard Business Review, and her research has been published in top academic journals in psychology, management, and law, and featured by the Wall Street Journal, New York Times, Economist, and NPR's Hidden Brain. She lives in upstate New York with her husband and two daughters.
The Brainy Business | Understanding the Psychology of Why People Buy | Behavioral Economics
In this episode of The Brainy Business podcast, host Melina Palmer interviews Samuel Salzer, founder of Habit Weekly, a newsletter that curates the latest in behavioral science research and news. Salzer discusses the importance of creating content that people actually want (imagine that!) and the value of putting good things out into the world. He also shares insights on building habits and behavior change, and how businesses can apply these principles to their marketing and customer engagement strategies. Overall, the episode highlights the power of behavioral science in shaping our daily lives and the importance of staying up-to-date with the latest research and trends. Show Notes: [00:40] Today's episode is a refresh of my conversation with Samuel Salzer, founder of Habit Weekly. [02:06] It is so fun to see how much things have grown at Habit Weekly in these three years. They have a full team of people now, and they've been doing their awards for a few years as well. I was honored to have been a winner in the inaugural edition, and a finalist in multiple categories every year. [03:29] Samuel shares about himself, his background, and how he started working in behavioral science. He has always been an entrepreneur and started his first business at 16. [05:02] He found human decision-making fascinating. [06:44] He wanted to learn more about what we can do to support people in making behavioral changes in their lives. [08:42] For his work he focuses on how to scale behavioral change. [09:56] You are succeeding if you help create value for your users and customers, understand them better, and help find a good solution for their problems. [10:38] Whether we like it or not, behavior is quite complex. We are complex beings living in complex environments. [13:06] Most businesses look at reducing friction in their customer journeys. Sometimes increasing friction is a good idea too. [16:06] We are really good at creating stories and narratives in our minds to support whatever thing we really want to do. [18:28] Just the simple shift of taking the word from reward to consequence makes it feel heavier in a way that can change behavior. [19:39] Each individual choice matters. [20:50] We are often trying to do things that remove a negative effect. [23:17] The concept of “eating the frog” is doing the hard thing first. [25:45] Samuel felt like it was hard to stay up on the content and research in the field so he started sharing links on LinkedIn. [26:53] This eventually evolved into Habit Weekly. It's now a mailing list that sends content related to behavioral design on a weekly basis. [28:27] You know you found something people really want if they are reaching out to you asking you to create a mailing list. It doesn't have to be difficult to start an email list if you understand what drives people. [30:27] His goal is to make sure that anyone interested in applying behavior change has the best and latest insights every week. [35:21] This field of behavioral science is still in the adolescent phase. In the near future, it is going to move into this more mature phase that is more about the process and learning more about applying these concepts in the best way. [37:21] Samuel is really excited about the better understanding in the next few years of how any organization can easily start applying these concepts. [40:17] His superpower or wish would be to see the world through other people's eyes. (Melina would like to be able to speak and read every language fluently.) [40:58] He also loves books and movies. A really good book or movie can help show the world from someone else's perspective. [44:44] Many businesses create content people don't want. If you start from a place of sharing, reciprocity will kick in eventually and people will appreciate what you are doing and what to give back to you one way or another. [46:18] Melina's closing thoughts Thanks for listening. Don't forget to subscribe on Apple Podcasts or Android. If you like what you heard, please leave a review on iTunes and share what you liked about the show. I hope you love everything recommended via The Brainy Business! Everything was independently reviewed and selected by me, Melina Palmer. So you know, as an Amazon Associate I earn from qualifying purchases. That means if you decide to shop from the links on this page (via Amazon or others), The Brainy Business may collect a share of sales or other compensation. Let's connect: Melina@TheBrainyBusiness.com The Brainy Business® on Facebook The Brainy Business on Twitter The Brainy Business on Instagram The Brainy Business on LinkedIn Melina on LinkedIn The Brainy Business on Youtube Join the BE Thoughtful Revolution – our free behavioral economics community, and keep the conversation going! More from The Brainy Business: Get your copies of Melina's award-winning books. Get the Books Mentioned on (or related to) this Episode: Friction, by Roger Dooley What Your Customer Wants and Can't Tell You, by Melina Palmer Sludge, by Cass Sunstein Nudge, by Richard Thaler and Cass Sunstein You Have More Influence Than You Think, by Vanessa Bohns Connect with Samuel: Samuel's Website Samuel on LinkedIn Samuel on Twitter Top Recommended Next Episode: Framing (ep 16) Already Heard That One? Try These: How to Finally Change Your Behavior (So it Sticks) (ep 81) Loss Aversion (ep 9) Friction – What It Is And How To Reduce It, with Roger Dooley (ep 274) Time Discounting (ep 51) Partitioning (ep 58) The Overwhelmed Brain and Its Impact on Decision Making (ep 32) Optimism Bias (ep 34) What is BrainyTab? An Interview with the Founders Radu and Raluca Judele (ep 85) Reciprocity (ep 238) Booms and Busts (ep 30) How to Make Content People Can't Help But Engage With, featuring Katelyn Bourgoin (ep 201) You Have More Influence Than You Think, with Vanessa Bohns (ep 197) Sludge (ep 179) Other Important Links: Brainy Bites - Melina's LinkedIn Newsletter The Brain Science Behind Your Shopping Decisions (watch Melina's TV interview!) Eat That Frog!: 21 Great Ways to Stop Procrastinating and Get More Done in Less Time Habit Weekly
Vanessa Bohns is a social psychologist, Professor of Organizational Behavior at Cornell University, and author of the book You Have More Influence Than You Think. She is an expert on help-seeking, social influence, compliance, consent, and why it's so hard to say no. Vanessa had a number of amazing insights during our conversation. Some of them include: “Influence is any kind of change in another person's way of thinking, their emotions, their way of seeing things” (6:40). “You don't have to be a leader in a leadership position to have influence” (7:00). “Even as a follower, you have a lot of influence” (7:10). “My idea of influence is broader than just leadership” (7:30). “Influence is also these more intimate moments between just you and one other person” (9:20). “Influence comes with responsibility” (11:40). “We're not very good at telling when someone's authentic or not, and if we're hearing what we want to hear we'll just kind of go with it” (16:30). “When we think about how someone else is going to react to something we say… we really focus on how competently we can express ourselves… to the point where we hold back and wind up saying nothing because we can't find the right words” (19:05). “People respond much more to the emotion and the act of just saying something than they do to the precise words” (19:55). “Our fears of these negative reactions are so often overblown (22:55). “A lot of influence does happen emotionally and unconsciously” (25:50). “If we a trust a source, it doesn't really matter what they're saying on many occasions, we just kind of trust [what they're saying] because we trust that person” (25:55). “Behavioral contagion is the idea that when we see somebody else doing something, we're more likely to do it ourselves” (27:20). “Whether it's a ‘no' or a ‘yes,' be mindful about what you agree to” (38:05). “Each time I say yes to one thing, I am saying no to something else” (38:45). “We often think that interactions are going much worse in our head, that we're having much less of an impact than we'd like, than we actually are” (42:30). “A simple ask is the simplest form of influence. And it's insanely powerful” (44:10). “It's so hard to say no” (44:20). “We often hammer things that we are trying to get someone to do so much more than we need to” (47:30). “You don't need to be so assertive when you're trying to influence people. You can say something and trust that that message is in there and it will percolate for a while” (48:20). “We tend to underestimate the power of expressing gratitude, both for ourselves and for the other person” (56:00). Additionally, you can check out Vanessa's website here and follow her on Twitter, LinkedIn, and Instagram. I'd also encourage you to check out Vanessa's book, You Have More Influence Than You Think: How we underestimate our power of persuasion, and why it matters. Thank you so much to Vanessa for coming on the podcast! I wrote a book called “Shift Your Mind” that was released in October of 2020, and you can order it on Amazon and Barnes and Noble. Additionally, I have launched a company called Strong Skills, and I encourage you to check out our new website https://www.strongskills.co/. If you liked this episode and/or any others, please follow me on Twitter: @brianlevenson or Instagram: @Intentional_Performers. Thanks for listening.
To be influential you do not require power, but wielding your influence is powerful. Vanessa Bohns, social psychologist and professor of organizational behavior at Cornell University, joins us to discuss her enticing new book “You Have More Influence Than You Think”. She draws from her research to illustrate why underestimating our influence can lead us to miss opportunities or worse yet, to misuse our power. Vanessa challenges us to examine our powers of persuasion and to recognize that we have more influence than we even realize. We learn exactly why it's so hard for us to say no, even when we're uncomfortable with saying yes. And why we should focus on communicating more with people face-to-face. As with all of our episodes, we leave you with a Grooving Session discussion focusing on how we can use Vanessa's research to improve our lives, our relationships and our workplaces. Maybe this episode will influence you more than you realize? If it does, please support our ongoing work by contributing to our Patreon page at (just imagine, if we asked you in person, would you say yes?). This is episode is republished from our discussion with Vanessa in 2021, but her research and insights have come up in our discussions time and time again. Topics (3:19) Welcome to Vanessa Bohns. (5:46) How your enjoyment of chocolate is influenced by others. (8:15) The spotlight effect; is everyone really looking at me? (12:34) How can we influence people more than we think? (17:20) How Vanessa discovered people are likely to help, if you ask. (23:34) Why it's so much harder to say no than we think. (26:50) How power amplifies your influence. (29:22) Why we need to recognize white privilege as a position of power. (32:47) Communication: why our choice of words matter. (34:13) Robert Cialdini's Influence. (36:30) What are the most common misconceptions about influence? (41:07) What are the 2 biggest takeaways from the book? (43:52) How music has influenced Vanessa. (49:13) Grooving Session discussing how to apply Vanessa's research. © 2023 Behavioral Grooves Links “You Have More Influence Than You Think: How We Underestimate Our Power of Persuasion, and Why It Matters” Book by Vanessa Bohns: https://amzn.to/39vCDIN John Bargh, Episode 248: Do We Control Situations or Do Situations Control Us? With John Bargh: https://behavioralgrooves.com/episode/control-situations-with-john-bargh/ Shankar Vedantam, Episode 222: How Delusions Can Actually Be Useful: Shankar Vedantam Reveals How: https://behavioralgrooves.com/episode/shankar-vedantam-useful-delusions/ Cristina Bicchieri, Episode 102: Social Norms are Bundles of Expectations: https://behavioralgrooves.com/episode/cristina-bicchieri-social-norms-are-bundles-of-expectations/ “Shared Experiences Are Amplified” Erica J. Boothby, Margaret S. Clark, John A. Bargh (2014): https://journals.sagepub.com/doi/abs/10.1177/0956797614551162 “Good Lamps Are the Best Police: Darkness Increases Dishonesty and Self-Interested Behavior” Chen-Bo Zhong, Vanessa K. Bohns, Francesca Gino (2010): https://journals.sagepub.com/doi/abs/10.1177/0956797609360754 Robert Frank on the Power of Peer Pressure in Fighting Climate Change: https://www.youtube.com/watch?v=VmOUNgXKd0c&ab_channel=Rare Robert Cialdini, Episode 226: The Power Of Unity: Robert Cialdini Expands His Best Selling Book Influence: https://behavioralgrooves.com/episode/cialdini-unity-in-influence/ How to Start a Movement | Dan Sivers: https://www.youtube.com/watch?v=V74AxCqOTvg Musical Links Bronksi Beats “Smalltown Boy”: https://www.youtube.com/watch?v=88sARuFu-tc Sleigh Bells “Locust Laced”: https://www.youtube.com/watch?v=wzLOcmRRUfg The National “Light Years”: https://www.youtube.com/watch?v=5FQtSn_vak0 Vampire Weekend “This Life”: https://www.youtube.com/watch?v=FwkrrU2WYKg David Bowie “Ashes to Ashes”: https://www.youtube.com/watch?v=HyMm4rJemtI Harry Styles “Watermelon Sugar”: https://www.youtube.com/watch?v=fKlD97TnYwM Billie Ellish “Everything I Wanted”: https://www.youtube.com/watch?v=EgBJmlPo8Xw Taylor Swift “Willow”: https://www.youtube.com/watch?v=RsEZmictANA Nirvana “Smells Like Teen Spirit”: https://www.youtube.com/watch?v=hTWKbfoikeg
Influence is often seen as a skill we have to cultivate, a charismatic quality leveraged by select leaders, business people, and successful social media accounts. But in her new book, “You Have More Influence Than You Think,” social psychologist Vanessa Bohns demonstrates that we all have influence through our words, choices, and even just our presence. Maya and Vanessa discuss how we can become more aware of our power to persuade, and learn to wield it wisely. For a behind-the-scenes look at the show, follow @DrMayaShankar on Instagram. See omnystudio.com/listener for privacy information.
The Brainy Business | Understanding the Psychology of Why People Buy | Behavioral Economics
In today's conversation, I am joined by Dr. Nick Epley, Director of the Center for Decision Research at the University of Chicago Booth School of Business. I was introduced to Nick by the amazing Ayelet Fishbach, who has been on The Brainy Business twice before. Nick studies social cognition—how thinking people think about other thinking people—to understand why smart people so routinely misunderstand each other. He teaches an ethics and well-being course to MBA students called Designing a Good Life (sounds like a perfect fit around here, and we do talk about this in the episode). His research has appeared in more than two dozen empirical journals, been featured by the New York Times, Wall Street Journal, CNN, Wired, NPR, and more. As Nick will share with us today...you may not realize it, but you were born with an extraordinary ability to understand what others think, feel, believe, want, and know. You are a mind reader! It's a sixth sense you use every day, in every personal and professional relationship you have. Today, Nick will share a bit of what scientists have learned about our ability to understand others and the surprising mistakes we so routinely make. Show Notes: [00:45] In today's conversation, I am joined by Dr. Nick Epley, director of The Center of Decision Research at the University of Chicago, Booth School of Business. Nick studies social cognition. [02:52] You may not realize it, but you were born with an extraordinary ability to understand what others think, feel, believe, want, and know. You are a mind reader. [05:02] Nick shares about himself and his background. He is a professor of behavioral science at the University of Chicago. [07:32] There are systematic gaps between our beliefs about someone else and reality. If we can understand what those gaps are we can understand why they exist. [09:38] The quality of our social relationships is a critical determinant of our happiness, probably the most important. Other people are the single biggest source of our happiness as well as our misery. [11:55] One of the big barriers to people being more social in their daily lives is that they underestimate how social others are. [13:35] We get that risk-reward trade-off with other people wrong. We think it is riskier to reach out and engage than it is. [15:05] Failing to realize that other people are social is a barrier to us. [17:43] One of the common things we find is that people are often surprised at how much they learned, how enjoyable the conversation was, and how much they have in common with the other person. [20:22] Conversations have a magnetic quality to them. It draws people together and surprises people. [22:02] If you don't like small talk…stop having it. When you take an interest in other people they reveal interesting stuff and take an interest in you. [24:18] Take an interest in another person - that is how you have good conversations. [26:26] If you care about somebody then you ask them questions that matter to them. Treat other people like they are good friends. [28:09] When people imagine having a meaningful conversation with a stranger, they think the other person is not going to want to hear about it or care about it. When they get into it and open up to each other it generally goes way better than people expect. [29:56] Having a culture where people are open, honest, and willing to engage and connect with one another, they feel connected to the place because they are connected to each other is the kind of culture that every organization wants to have and helps get the job done. [31:56] People's reluctance to reach out and engage with others is exactly the kind of barrier that organizations would want to get rid of. [33:38] The things that basic psychology has to teach people in business is the same thing we have to teach people in their everyday lives. [36:02] If you are bringing people into your organization, think about interviewing with your culture in mind. [38:46] When you make connection activities routine, common, easy, and part of the habits so people aren't thinking about it, you design it with the context so it just happens this way that is how they spread through organizations and you sustain them. [41:30] Often organizations don't choose to make these types of opportunities a priority. [43:52] Typing and texting lack the emotion and the thinking behind those words that you get from a person's voice. [45:32] Share kind thoughts with other people. [46:35] Think about somebody you feel grateful to and write them a note. Try to connect with a stranger. [49:17] Melina's closing thoughts [50:36] Take the time for real human connections, even small ones each day and see what happens. Thanks for listening. Don't forget to subscribe on Apple Podcasts or Android. If you like what you heard, please leave a review on iTunes and share what you liked about the show. I hope you love everything recommended via The Brainy Business! Everything was independently reviewed and selected by me, Melina Palmer. So you know, as an Amazon Associate I earn from qualifying purchases. That means if you decide to shop from the links on this page (via Amazon or others), The Brainy Business may collect a share of sales or other compensation. Let's connect: Melina@TheBrainyBusiness.com The Brainy Business® on Facebook The Brainy Business on Twitter The Brainy Business on Instagram The Brainy Business on LinkedIn Melina on LinkedIn The Brainy Business on Youtube Join the BE Thoughtful Revolution – our free behavioral economics community, and keep the conversation going! Learn and Support The Brainy Business: Check out and get your copies of Melina's Books. Get the Books Mentioned on (or related to) this Episode: Mindwise, by Nick Epley Nudge, by Richard Thaler & Cass Sunstein Get It Done, by Ayelet Fishbach Both/And Thinking, by Wendy Smith & Marianne Lewis Happier Hour, by Cassie Holmes Connect with Nick: Nick's Website Top Recommended Next Episode: Vulnerability Loops (ep 229) Already Heard That One? Try These: Get It Done: Surprising Lessons from the Science of Motivation with Ayelet Fishbach (ep 186) How to Make 2023 Your Best Year Ever with Ayelet Fishbach and Cassie Holmes (ep 249) NUDGES & Choice Architecture (ep 35) Herding (ep 19) Focusing Illusion (ep 89) The Brainy Benefits of Gratitude (ep 236) You Have More Influence Than You Think, Vanessa Bohns (ep 197) Both/And Thinking with Dr. Wendy Smith (ep 261) Herding (ep 19) The Power of Us with Dr. Dominic Packer (ep 178) Using Behavioral Science to Build Connections, an interview with Jon Levy, author of You're Invited (ep 150) Reciprocity: The Amazing Power of Giving (ep 238) Only 1% of People Blow the Whistle at Work—How to Fix That, with Nuala Walsh (ep 153) Habits (ep 256) Other Important Links: Brainy Bites - Melina's LinkedIn Newsletter Undersociality: miscalibrated social cognition can inhibit social connection Why Your Social Life Is Not What It Should Be Go Ahead, Ask for Help. People Are Happy to Give It. You Should Actually Send That Thank You Note You've Been Meaning to Write Small talk is boring. Our research shows how you can do better. The Unexpected Power of Random Acts of Kindness
The Brainy Business | Understanding the Psychology of Why People Buy | Behavioral Economics
Today's episode is all about herding. We humans are a herding species, just like cows and sheep and guppies, and this has a big impact on our behavior. We are tribal and we look to others to help us stay safe and make good decisions. Or, at least, what our subconscious tells us is a good decision. :) This is why things like testimonials are so important. Herding has a dedicated chapter in my first book, What Your Customer Wants and Can't Tell You because they are so important for businesses to understand. The reason I chose to refresh this episode is because of the guest who is joining me this coming Friday, Nick Epley. We talk about the importance of social connection and why we often don't do the things that will help us to be happier because we perceive them as being uncomfortable or awkward or against the social norms in the moment. In the business context, imagine how much value could come from having a simple chat with your colleagues or people at a conference. Most people probably stick to their groups where they are already comfortable and don't strike up a conversation, but what could happen if you did? There is a lot of value in breaking from the herd and having that conversation, even for less than a minute, which we will talk about more on Friday when episode 265 with Dr. Nick Epley comes out. And as you listen today, I encourage you to reflect on all the times you thought about striking up a conversation or asking a question and didn't. What aspects of herding made you feel like you shouldn't and what can you do in the future to engage with others more? It is valuable for you both professionally and personally, I promise. Show Notes: [00:39] Today's episode is all about herding. We humans are a herding species, just like cows and sheep and guppies, and this has a big impact on our behavior. [02:21] In the business context, imagine how much value could come from having a simple chat with your colleagues or people at a conference. [04:07] Humans herd in the same way as other species for most of the same reasons. The main reason animals herd is for protection. [05:41] Herding is in our nature. [08:02] Herding helps us learn by observation. Watching where others go and following the group keeps you safe. [09:38] As humans have evolved, herding behavior has not always served us well. Herding is there to protect individuals, not the group or a complex society as a whole. [11:41] We choose restaurants by online reviews and crowdedness. We think the people must know something we don't. [12:58] People are more likely to leave tips when others have done it. [15:51] Herding mentality is much more likely to come out when people feel vulnerable or are unsure of themselves. [17:23] It is better to be conventionally wrong than unconventionally right. [18:58] Studies have shown that up to 75% of participants will give an answer they know is wrong to go with the group. [21:07] When everyone follows the herd and doesn't take the time to do their own research stocks or companies get artificially inflated by the confidence of others. [23:42] Crypto is absolutely impacted by the herd mentality. [24:16] Always beware if your brain is making you feel anxious to take steps and do something just because everyone is doing it or having your FOMO triggered in a way that makes you want to do less research before investing your time, energy, or other resources. [27:48] People like to be part of the group and this is increased when the other people in the group are comparable and more like you. [28:14] Whatever your business does, you are in the business of solving problems. The only reason people buy anything is to solve a problem. [30:52] Being in a group makes us feel safe and happy because of this release of oxytocin. When we are not part of the group, our brains do whatever they can to get that bliss feeling back by seeking out more group relationships to help us feel safe and warm. [33:28] while we can't change our natural tendency to herd, you do have options to change your behavior. [34:28] Understanding what will trigger herd mentality in your customers for both good and bad can help you to message better and more effectively. [36:52] If you really care about starting a movement, have the courage to follow and show others how to follow. When you find a lone nut doing something great, have the guts to be the first one to stand up and join in. [37:09] Melina's closing thoughts [40:52] Be thoughtful with the numbers you put out into the world, and consider the herding implications for what you want people to do in the long run. [41:59] Consider how social norms and herding instincts may keep you from having conversations with other people. Thanks for listening. Don't forget to subscribe on Apple Podcasts or Android. If you like what you heard, please leave a review on iTunes and share what you liked about the show. I hope you love everything recommended via The Brainy Business! Everything was independently reviewed and selected by me, Melina Palmer. So you know, as an Amazon Associate I earn from qualifying purchases. That means if you decide to shop from the links on this page (via Amazon or others), The Brainy Business may collect a share of sales or other compensation. Let's connect: Melina@TheBrainyBusiness.com The Brainy Business® on Facebook The Brainy Business on Twitter The Brainy Business on Instagram The Brainy Business on LinkedIn Melina on LinkedIn The Brainy Business on Youtube Join the BE Thoughtful Revolution – our free behavioral economics community, and keep the conversation going! Learn and Support The Brainy Business: Check out and get your copies of Melina's Books. Get the Books Mentioned on (or related to) this Episode: Influence, by Robert Cialdini What Your Customer Wants and Can't Tell You, by Melina Palmer How Customers Think, by Gerald Zaltman The Power of Us, by Jay Van Bavel and Dominic Packer You Have More Influence Than You Think, by Vanessa Bohns Top Recommended Next Episode: Social Proof (ep 87) Already Heard That One? Try These: Framing (ep 16) Priming (episode 18) Get Your D.O.S.E. of Brain Chemicals (ep 123) Dr. Robert Cialdini and the (Now!) 7 Principles of Persuasion (ep 157) Unity (ep 216) The Power of Us with Dr. Dominic Packer (ep 178) You Have More Influence Than You Think, Vanessa Bohns (ep 197) Unlocking The Secrets Of The Brain (ep 1) Unlocking the Power of Numbers (ep 17) Availability Bias (ep 15) Other Important Links: Brainy Bites - Melina's LinkedIn Newsletter Poll: Despite Record Turnout, 80 Million Americans Didn't Vote. Here's Why 6 in 10 Americans don't have $500 in savings Presidential Election Voting Human Herding: How People are Like Guppies The Unwisdom of Crowds Herding, social influence and economic decision-making: socio-psychological and neuroscientific analyses Herd behavior in consumers' adoption of online reviews Which restaurant should I choose? Herd behavior in the restaurant industry Watch These Awkward Elevator Rides From an Old Episode of Candid Camera Herding Behavior in Social Media Networks in China Herd Instinct Warren Buffett explains one thing people still don't understand about bitcoin Herding behavior in cryptocurrency markets Science Of Persuasion Oxytocin The Brain and the Herd Mentality How to Start a Movement Derek Sivers
How strong are your powers of persuasion? Probably a lot greater than you realise. That's according to social psychologist Vanessa Bohns, professor of organizational behaviour at Cornell University and author of book You Have More Influence Than You Think. In this episode, she explains the power of compliments, a concept called behavioural contagion, and how to convince somebody to do you a favour. Hosted on Acast. See acast.com/privacy for more information.
The Brainy Business | Understanding the Psychology of Why People Buy | Behavioral Economics
2022 was a great year for me and The Brainy Business. And, being this is a “best of” episode…here are some of my “best” moments from the year. I traveled to Amsterdam to speak at the fantastic IIEX Europe conference (thank you Greenbook!) and launched my second book, What Your Employees Need and Can't Tell You, with an in-person event and book signing. I was honored to be a runner-up in three categories of the Habit Weekly Awards this year and was an honoree on Greenbooks Future List, as well as the ESOMAR Insights250 list. Amazing! I continued teaching and added a class in advanced concepts of behavioral economics to the certificate program, which I'm really proud of and students have really enjoyed. We started testing out a second episode per week. I also got to meet and connect with some amazing people – 46 of them came on the show as guests in 2022 – that meant reading really great books and papers and learning about what is going on in the field, which is one of my favorite aspects of the work I do. I'm so lucky and honored for this life and love every minute of it and am so excited for the books and episodes coming in 2023! BUT before we get fully moving forward into the future, we have to look back and celebrate the best of 2022. Show Notes: [00:45] 2022 was a great year for me and The Brainy Business. And, being this is a “best of” episode…here are some of my “best” moments and memories from the year. [03:33] I also got to meet and connect with some amazing people – 46 of them came on the show as guests in 2022. [06:36] Thank you all for listening, subscribing, sharing, connecting on social media, and reaching out to let me know your wins and the behavioral economics concepts you have applied in your own businesses. [07:44] In 2022, the show had more than a quarter of a million downloads from 170 countries. Thank you! [08:29] TOP DOWNLOADS BY COUNTRY - US, UK, Canada, Australia, which have remained in the top 4 pretty much since the podcast started. India is fifth, followed by Germany… and then we get into some new territory! South Africa has moved up to being 7th in the world in 2022. We then have Spain in the number 8 spot followed by Mexico, and for the first time in the top 10 we have Taiwan! [10:08] TOP 10 STATES - Virginia, Massachusetts, Georgia, then Florida is 7, and Ohio holding out the # 6 spot again this year. Washington is in our number 5 spot with New York in number 4 and then Illinois with the third most downloads in 2022! Once again, we continue to have Texas at 2, and California still with the top most downloads of 2022. [12:37] With 249 episodes of content to choose from, we get our top 10 of the year, starting with episode 196 and my interview with Priscilla McKinney of Little Bird Marketing. [14:32] If you are interested in human behavior and having better content that really resonates with people, you are going to love this next one, episode 201 – Creating Content People Can't Help But Engage With, featuring Katelyn Bourgoin, is next on our list. [17:43] We are to number eight, which is episode 192 – AI, Blockchain, Machine Learning, with Manuj Aggarwal. The intersection of human behavior and technology – specifically with AI and Machine Learning, has been a big topic of conversation in the past couple of years. [18:51] That brings us to the 7th most downloaded episode of the year, 190 – The Voltage Effect with John List. [21:06] Next on our list, is 187 – Motivation and Incentives at Work, with Kurt Nelson. [22:28] If you have ever taken or considered creating an online course, you must listen to episode 193 – How to Make Online Courses People Enjoy, with Chris Rawlinson of 42Courses. [23:57] Now, moving on to the fourth most downloaded episode of the year, 197 – You Have More Influence Than You Think, with Vanessa Bohns. [25:22] Yale professor Zoe Chance was on in episode 189 sharing about her fantastic book, Influence Is Your Superpower and that episode is the third most downloaded of the year. [26:52] That brings us to the second most downloaded episode of 2022. Our only non-interview in the top 10! This was episode 198 – The Dunning Kruger Effect. [27:24] Essentially, the Dunning Kruger effect looks at the interesting relationship of confidence and competence, and how when we know very little about something (low competence) we have ridiculously high confidence but once we get a little more competence and we start to see all that we don't know…confidence tanks, and it is a slow build back up to build it back as we learn. [30:06] We've made it to the most downloaded episode of the year. Are you ready? It is…186 – Get It Done, with Ayelet Fishbach! [32:11] Considering this episode is coming out right around the time of “Quitter's Day” which is when most people will have given up their resolutions, it seems like a good time to refresh your motivation by listening to this great episode with Ayelet. [34:08] There is a link to all the books featured on the show this past year right here in the show notes. [36:26] I can't wait to see what 2023 has in store. Right now…I'm most excited about speaking at SXSW which is coming up in Austin in March. Thanks for listening. Don't forget to subscribe on Apple Podcasts or Android. If you like what you heard, please leave a review on iTunes and share what you liked about the show. I hope you love everything recommended via The Brainy Business! Everything was independently reviewed and selected by me, Melina Palmer. So you know, as an Amazon Associate I earn from qualifying purchases. That means if you decide to shop from the links on this page (via Amazon or others), The Brainy Business may collect a share of sales or other compensation. Let's connect: Melina@TheBrainyBusiness.com The Brainy Business® on Facebook The Brainy Business on Twitter The Brainy Business on Instagram The Brainy Business on LinkedIn Melina on LinkedIn The Brainy Business on Youtube Join the BE Thoughtful Revolution – our free behavioral economics community, and keep the conversation going! Learn and Support The Brainy Business: Check out and get your copies of Melina's Books. Get the Books Mentioned on (or related to) this Episode: Get It Done, by Ayelet Fishbach Influence Is Your Superpower, by Zoe Chance You Have More Influence Than You Think, by Vanessa Bohns The Voltage Effect, by John List What Your Employees Need and Can't Tell You, by Melina Palmer Top Recommended Next Episode: Get It Done: Surprising Lessons from the Science of Motivation with Ayelet Fishbach (ep 186) Already Heard That One? Try These: Dunning-Kruger Effect (ep 198) The Cobra Effect (ep 220) Influence Is Your Superpower with Yale's Dr. Zoe Chance (ep 189) You Have More Influence Than You Think, Vanessa Bohns (ep 197) How To Make Online Courses People Enjoy (And Complete) with Chris Rawlinson of 42 Courses (ep 193) Motivation and Incentives at Work with Kurt Nelson (ep 187) The Voltage Effect with John List (ep 190) AI, Blockchain, Machine Learning, & Behavioral Economics with Manuj Aggarwal (ep 192) Creating Content People Can't Help But Engage With featuring Katelyn Bourgoin (ep 201) Anthropology, Market Research & Behavioral Economics with Priscilla McKinney (ep 196) Quit: The Power of Knowing When to Walk Away, with Annie Duke (ep 227) Using Motivation and Happiness Science to Make 2023 Your Best Year Ever (ep 249) Best of The Brainy Business in 2021 (ep 184) The Best of The Brainy Business in 2020 (ep 133) The Best Content from the Brainy Business in 2019 (ep 82) Other Important Links: Brainy Bites - Melina's LinkedIn Newsletter Best of 2021 Blog Post Best of 2020 Blog Post Best of 2019 Blog Post
This week we revisit our interview with Vanessa Bohns. We discuss her new book, You Have More Influence Than You Think. Vanessa is a social psychologist, an award-winning researcher and teacher, and a professor of organizational behavior at Cornell University. She holds a Ph.D. in psychology from Columbia University and an AB in psychology from Brown University. Professor Bohns has been a Visiting Scholar at the NYU Stern School of Business and has taught at the University of Toronto's Rotman School of Management. Her writing has appeared in the New York Times, Wall Street Journal, and Harvard Business Review, and her research has been published in top academic journals in psychology, management, and law, and featured by the Wall Street Journal, New York Times, Economist, and NPR's Hidden Brain. She lives in upstate New York with her husband and two daughters.
In this episode, we had the pleasure of speaking with Vanessa Bohns, PhD, renowned social psychologist and author of the new book, You Have More Influence Than You Think. An expert in social influence, her work has been featured in The New York Times, Wall Street Journal, The Atlantic, and The Economist. Bohns offers valuable insight for recognizing the effects of our actions on others, re-examining our fear of rejection, and exerting influence with care. During this conversation you'll learn: - How to rethink your perspective on social influence and persuasion - The illusion of invisibility - why people notice you more than you realize - Recognizing your influence and avoiding missed opportunities - Why saying no is not as easy as it seems - The importance of understanding power dynamics
The Brainy Business | Understanding the Psychology of Why People Buy | Behavioral Economics
Today's episode is all about the fascinating world of game theory. This episode originally aired on August 23, 2019, and was episode 62 of the podcast. There are a couple of reasons I've selected this to be our refreshed episode this week. For one, with last Friday's episode featuring Annie Duke talking about her new book Quit…you can't think about Annie without thinking about poker, and game theory is so related to that. One of my favorite insights from game theory, which you'll hear me talk about more during the episode, is the difference between playing to win and playing not to lose. As you will hear today, these two things may seem similar, but they are actually very different. And as you reflect upon the episode today (whether it is your first time or something you're revisiting) consider your own life and work and let's build upon the lessons from Friday's episode with Annie about quitting, and how winners need to quit in order to win. Tip: understanding the rules and what it will take to win (so your emotions don't get the better of you) will help you to win any game you are playing. Show Notes: [00:37] Today's episode is all about the fascinating world of game theory. [01:46] You need to know when to be gritty and when to quit. [03:31] Humans aren't rational. Humans don't always make choices that are fully rational. We try to game the system or play the odds and choose routes that are not in our best interest – especially when we think someone may be treating us unfairly. [05:19] In behavioral game theory we need to consider how revenge, fairness, and personal gain all play to the outcomes. The 3 main games in game theory are the ultimatum game, the prisoner's dilemma, and the dictator game. [06:37] In purely rational economic terms it is best to keep the full $10 for yourself. There is no consequence for keeping it and no one will know. In reality, people would give away an average of $3. [08:19] You are playing the odds of being seen, feeling guilty, or whether or not that person will resent you. Whether or not you see each other or will see them again play a big part in your behavior. [10:18] History has a lot to play in the actions people take. Existing relationships help determine actions. [12:39] It is important to understand who has what power in each situation when you determine what to offer and think about how they might react. [14:0312] You can make an extra gesture (surprise & delight) to make a big impact. That first interaction lays a foundation for what people expect and how they feel about you in all your future interactions. [15:58 It is important to understand all the options and variables before taking an action or making an offer. [17:02] In the prisoner's dilemma, as a group they are better to both not say anything and take the one-year's sentence. If they look at their individual personal gain or personal loss they are of course better off with no prison time motivating them to say something. [19:50] As it turns out, a tit-for-tat strategy consistently did best overall. In this way, you cooperate until someone deflects. [20:31] A quick response and a short memory was the best strategy. [21:19] In most real-life scenarios most of us are likely to choose to play fair until given a reason not to. [22:40] As much as we wish it would be, dealing with people is never black and white. There is so much gray impacting every situation and decision. [23:54] Always have written contracts and agreements. Document to ensure clarity. [26:23] Game theory is truly around us all of the time. Pretty much any time you interact with another person, business, or entity game theory comes into play. We play the odds whether we realize it or not. [29:23] Companies used to be able to take advantage of customers much more if they wanted to. There wasn't an easy mechanism for them to be punished. Often the punishment hurts much more than if you did the right thing in the first place. [29:52] Melina shares a story about United playing the odds and losing big time. [32:17] When emotions take hold it can cause people to make bad decisions that they may regret in the long run so try and get some distance and perspective before acting especially if you feel really betrayed and angry. [33:19] When it comes to games many people are playing not to lose instead of playing to win. Winning is a long game. [36:02] Winners quit a lot of stuff because they know what winning looks like. They know the rules, they know the game, and they can see what is helping them reach their goals and what is a hindrance. Thanks for listening. Don't forget to subscribe on Apple Podcasts or Android. If you like what you heard, please leave a review on iTunes and share what you liked about the show. I hope you love everything recommended via The Brainy Business! Everything was independently reviewed and selected by me, Melina Palmer. So you know, as an Amazon Associate I earn from qualifying purchases. That means if you decide to shop from the links on this page (via Amazon or others), The Brainy Business may collect a share of sales or other compensation. Let's connect: Melina@TheBrainyBusiness.com The Brainy Business® on Facebook The Brainy Business on Twitter The Brainy Business on Instagram The Brainy Business on LinkedIn Melina on LinkedIn The Brainy Business on Youtube Join the BE Thoughtful Revolution – our free behavioral economics community, and keep the conversation going! Learn and support The Brainy Business: Check out and get your copies of Melina's Books. Get the Books Mentioned on (or related to) this Episode: What Your Employees Need and Can't Tell You, by Melina Palmer Quit, by Annie Duke Thinking in Bets, by Annie Duke How to Decide, by Annie Duke The Speed of Trust, by Stephen M.R. Covey Top Recommended Next Episode: Quit: The Power of Knowing When to Walk Away, with Annie Duke (episode 227) Already Heard That One? Try These: Color Theory (episode 61) Anchoring & Adjustment (episode 11) Change Management: It's Still Not About the Cookie (episode 226) The Truth About Pricing (episode 5) What is Value? (episode 8) Framing (episode 16) Surprise and Delight (episode 60) Reciprocity (episode 23) Biases Toward Novelty and Stories (episode 54) Biases Toward Others – Including Groups (episode 46) What Your Employees Need and Can't Tell You (episode 225) The Speed of Trust, with Stephen M.R. Covey (episode 148) You Have More Influence Than You Think, Vanessa Bohns (episode 197) Other Important Links: Brainy Bites - Melina's LinkedIn Newsletter United Breaks Guitars The Iterated Prisoner's Dilemma and The Evolution of Cooperation Behavioral Game Theory The Ultimatum Game - Are people rational? The Dictator Game The Psychology of Revenge (and Vengeful People) An Experimental Analysis of Ultimatum Bargaining Behavioral Game Theory: Plausible Formal Models That Predict Accurately (Behavioral) Game theory
Click here to buy your copy of How To Have Difficult Conversations About Race! In this episode Vanessa Bohns Associate Professor of Organizational Behavior, Author of YOU HAVE MORE INFLUENCE THAN YOU THINK, discusses the differences between Compliance and Consent, and why it matters in our day-to-day life. Buy the Book: You have more influence than you think Request a Custom Workshop For Your Company Get Free Access to Over 15 Negotiation Guides Follow Kwame on LinkedIn Follow Vanessa on LinkedIn Web: vanessabohns.com If you've been a listener of the show and you've gotten a lot out of our programming, you can click here to Support Negotiate Anything. Kwame Christian With Vanessa Bohns
Have you ever felt invisible or inarticulate - especially when it comes to asking for what you want? Given the sheer volume of books in bookstores right now on the subject of influence - how to get more, how to get people to do what you want, how to speak up. You could be forgiven for thinking that we are hopelessly lacking in power. Yet, what if instead of a lack of knowledge, we actually have a lack of awareness about the real power of our words, actions and presence when it comes to influencing the actions of other people. Basically, in the words of my guest today, what if we all have tons more influence than we think?Whether attending a meeting, sharing a post online, or mustering up the nerve to ask for a pay rise, the research shows that we tend to assume that our actions and requests are going to be declined, or at least that we will have to convince, persuade, or metaphorically drag people across the line to join us. The truth according to today's guest could not be further from that. In fact the research that people are always TWICE as likely to agree to your request than you believe. Twice as likely!Unless, of course, you loose the opportunity by not asking directly for what you want.Today's Guest Vanessa Bohns is a social psychologist and professor of organizational behavior at Cornell University. Her work has been featured in the New York Times, the Wall Street Journal, The Economist, First company, list goes on. Her first book, You Have More Influence Than You Think, offers science based strategies for observing the effect we have on other people, reconsidering our fear of rejection, and even sometimes pulling back to use our influence less. It's I would say, essentially a call to stop searching for ways to gain influence, get more influence than you have, and to start recognizing the influence that you already have and get smarter about using it.Instagram @profbohnsTwitter: @profbohnsYou'll LearnThe distinction between consent and compliance - and why that's essentially for using your influencing powers for good and not evil.Why people are predictably and reliably always twice as likely to say yes to your requests than you think they are.Why so many people say yes when they actually mean no - and how to tell the difference.Practical ways to ask for what you want that stack the odds of a yes even further in your favor.What really stuck with me was how difficult we find the word no. Both saying it, but also creating the environments or relationships where we are likely to hear it. How different would our lives be if we believed Vanessa's words that: "Saying no is a complete sentence." What if the people around us knew that they could 100% trust our ‘yes' because they could also 100% trust the clarity and the conviction of our ‘no'. Subscribe to and Review the Inside Influence PodcastThanks for tuning into this week's episode of the Inside Influence Podcast! If the information in my conversations and interviews have helped you in your journey, please head over to iTunes, subscribe to the show, and leave an honest review. Your reviews and feedback will not only help us continue to deliver great, helpful content, but it will also help us reach even more amazing people just like you!Also, don't forget to hop on my website https://bit.ly/3dcRsoF download my new ebook https://bit.ly/3djTTps and sign up to my weekly newsletter https://bit.ly/3vRZWYX Our GDPR privacy policy was updated on August 8, 2022. Visit acast.com/privacy for more information.
Welcome back to another episode of Well, Not Perfect. Today I have Vanessa Bohns on the show and let me tell you, this was one of the most thought provoking conversations I've had on this podcast to date. Vanessa is a social psychologist and a professor of organizational behavior at Cornell University. She holds a PhD in Psychology from Columbia University and an AB from Brown University. Professor Bohns is an expert on social influence, compliance, and consent; and investigates why it's so hard to say no. Her research has been published in top academic journals in psychology, management, and law. And her first book You Have More Influence Than You Think was published in September. I found my conversation with Professor Bohns to be absolutely fascinating on both a personal and professional level. Her insights helped me understand a lot about myself and the people around me. In this episode you will learn: Why so many of us struggle to say no; Biases that influence the way we see the world and how the world sees us; and Why we tend to be harder on ourselves than others are on us. Welcome to another episode of Well, Not Perfect. To connect with Professor Bohns, you can find her at: Twitter & Instagram: @profbohns Website: https://www.vanessabohns.com/ Her book ‘You Have More Influence Than You Think': https://www.amazon.com/dp/1324005718/
Vanessa Bohns is a social psychologist at Cornell University, and last year she release a book for the public: You Have More Influence Than You Think. It's a great book about a program of research she's been working on for year. I wanted to talk to Vanessa about what it was like to translate her research into a format that would be useful and digestible for non-academic audiences. We also talk about why a full-time researcher would take on a project like this, how to actually accomplish it, and then what happens when the book is out there in the world. Vanessa was a previous guest on Opinion Science (Ep. 19: More Influence Than You Realize with Vanessa Bohns), and it was great to have her back on for this summer's science communication series.This episode is part of a special podcast series on science communication. You can find more info and episodes here: http://opinionsciencepodcast.com/hot-scicomm-summer/Learn more about Opinion Science at http://opinionsciencepodcast.com/ and follow @OpinionSciPod on Twitter.
The COVID-19 pandemic caused many to quit their jobs. We know it as The Great Resignation. And while the pandemic was clearly the catalyst that pushed many across the world to re-evaluate their relationship with work, it likely wasn't the only factor. The biggest culprit might be stress, and it's actually the precursor to burning out. Today, we're exploring burning out at work, what it means, how to spot it before it's too late, and what you can do to advocate for yourself, and maybe even change some work norms. Guest: Vanessa Bohns is a professor of organizational behaviour at Cornell University and author of the book You Have More Influence Than You Think.
Internal marketing is a vastly underrated skill. But when you grasp the psychology behind selling, you unlock a world of potential. As a teenager, Vanessa was obsessed with advertising, but a job at Ogilvy wasn't everything she thought it would be. Find out how she found academia and her dream role. Daniel and Vanessa get into her early days in advertising, how market research became a passion, and how it lead her back to university and writing her book: You Have More Influence Than You Think. You'll also hear Vanessa's takes on how to be more influential in the workplace, why saying ‘no' isn't a bad thing, and why people actually like you more than you think. And if you're losing time and money with customers who don't show up for booked calls, you need Chili Piper. With their cutting edge platform they're helping companies like Airbnb achieve more demos and calls, prevent call drop-outs and boost conversion rates. Head to http://www.chilipiper.com/millennials (www.chilipiper.com/millennials) for a demo. And if you LOVE The Marketing Millennials drop us a five-star review at: https://ratethispodcast.com/marketingmillennials (https://ratethispodcast.com/marketingmillennials), I really appreciate your support!. Follow Vanessa: LinkedIn: https://www.linkedin.com/in/vanessa-bohns-33219710 (linkedin.com/in/vanessa-bohns-33219710) Twitter: https://twitter.com/profbohns (twitter.com/profbohns) Keep up to date with the latest news from The Marketing Millennials:. Follow Daniel on Twitter: https://twitter.com/Dmurr68 (twitter.com/Dmurr68) LinkedIn: https://www.linkedin.com/in/daniel-murray-marketing (linkedin.com/in/daniel-murray-marketing) Sign up to The Marketing Millennials newsletter: https://workweek.com/brand/the-marketing-millennials/ (workweek.com/brand/the-marketing-millennials)
Negotiate Anything: Negotiation | Persuasion | Influence | Sales | Leadership | Conflict Management
Request a Custom Workshop For Your Company Get Free Access to Over 15 Negotiation Guides 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 the influence you don't have and to start recognizing the influence you don't realize you already have. Follow Kwame on LinkedIn Follow Vanessa on LinkedIn Buy the Book: You have more influence than you think Web: vanessabohns.com If you've been a listener of the show and you've gotten a lot out of our programming, you can click here to Support Negotiate Anything. Kwame Christian With Vanessa Bohns
Request a Custom Workshop For Your Company Get Free Access to Over 15 Negotiation Guides 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 the influence you don't have and to start recognizing the influence you don't realize you already have. Follow Kwame on LinkedIn Follow Vanessa on LinkedIn Buy the Book: You have more influence than you think Web: vanessabohns.com If you've been a listener of the show and you've gotten a lot out of our programming, you can click here to Support Negotiate Anything. Kwame Christian With Vanessa Bohns
Communication is important and persuasive writing is a skill anyone can possess. Colonel Carla Bass joins Kevin to discuss what good writing does. Good writing helps influence. This includes budget approvals, appropriation of funds, and promotions, to name a few. Carla suggests finding the fun in writing. Everyone is a storyteller; you know the journey for your audience. Key Points Carla Bass discusses influence as the goal of our writing. She shares advice on the “right” length of the message and the importance of outlines. She provides word sculpting tools, like verbs are your friends and don't use the words that hog space. Meet Carla Name: Colonel Carla Bass, USAF (Ret) Her Story: Colonel Carla D. Bass, USAF (Ret), is the author of the multiple award-winning book Write to Influence! now in its second edition. Throughout her 45-year career (30 in the Air Force and 15 with a federal agency), she composed items sent to Congress, the White House, generals, and ambassadors; hundreds of performance reviews; awards nominations; and budget justifications. Carla's assignments included Germany, Bulgaria (as the defense and air attaché), Turkey, Korea, and Washington, D.C. Worth Mentioning: As a squadron commander, Carla transformed her 480-person unit from the most losing in state-wide, professional awards into the one to beat. She developed her writing methodology and taught her troops to write. So successful was her program, she taught thousands of Air Force members for the next 15 years. Her battle cries are twofold: 1) “Powerful writing changes lives” and 2) “Powerful writing is the lifeblood of successful organizations”. Book Recommendations Write to Influence!: Personnel Appraisals, Resumes, Awards, Grants, Scholarships, Internships, Reports, Bid Proposals, Web Pages, Marketing, and More by Carla Bass The Heist by Daniel Silva Related Podcast Episodes Influence Redefined with Stacey Hanke. You Have More Influence Than You Think with Vanessa Bohns.
As consultants working with clients, it's easy to believe we're limited in the influence we have on our clients and in our businesses, causing us to hold back (sometimes we hold back a little, sometimes we hold back a lot). In this powerful Fireside Chat episode, Leah chats with Professor Vanessa Bohns, author of the book You Have More Influence Than You Think, to talk about the ways each of us has more influence than we believe, and how we can use that influence in our businesses and in our lives.Learn more about Smart Gets Paid at smartgetspaid.com. Learn more about Vanessa Bohns at vanessabohns.com.
Episode summary: Emanuel Hahn has never been great at asking for help. He didn't live with his parents after age 12, and consequently, he says he learned to only rely on himself. But now that he's launching his first book and juggling a freelance career, he knows he can't do it all on his own. He tried our Ask for Help at Work practice, which challenges you to make a direct request when you need a hand from someone. Emanuel had to pack 800 pre-ordered books into boxes for shipping. It's a laborious task, and he knew he couldn't handle it all on his own. It was a Sunday, and people probably already had plans. He took a beat, and then he sent the texts out anyway. Before long, he had eight people packing books. ** ** Vanessa Bohns of Cornell University has studied exactly what Emanuel experienced: When it comes to asking for help, we underestimate how likely others are to say “yes” to our request. But when we put ourselves in the shoes of a person being asked for help, it's hard to imagine saying “no.” “People do get this warm glow from helping,” Bohns says. “People enjoy being helpful.” This Happiness Practice might benefit you as much as the person you ask. Try this week's practice, Ask for Help at Work at GGIA.berkeley.edu Today's guests: Emanuel Hahn is a freelance photographer and director in Los Angeles. He just released his first book, Koreatown Dreaming, which documents 40 small businesses in LA's Koreatown as they weather the pandemic and encroaching gentrification. He joins us today after trying a practice where he makes a commitment to ask for help whenever he needs it. Follow Emanuel on Twitter and Instagram. Vanessa Bohns is an associate professor of social psychology at Cornell University and the author of the book You Have More Influence Than You Think. She did an experiment to see why it's so hard for people to ask for help. Follow Vanessa Bohns on Twitter. More resources from The Greater Good Science Center: How Love and Connection Exist in Micro-Moments Is Stress Making You Withdraw from People? Try Our One-Month Pathway to Happiness Program Tell us about your experiences and struggles with asking for help by emailing us at happinesspod@berkeley.edu or using the hashtag #happinesspod. Help us share The Science of Happiness! Copy and share this link: pod.link/1340505607
Eric chats with Vanessa Bohns, social psychologist and Professor of Organizational Behavior at Cornell University. Vanessa studies how people influence one another, and how they can underestimate how much influence they really have. Vanessa has been a Visiting Scholar at the NYU Stern School of Business and has taught at the University of Toronto's Rotman School of Management. Her writing has appeared in the New York Times, Wall Street Journal, and Harvard Business Review. In this episode, Eric and Vanessa chat about Vanessa's first book You Have More Influence Than You Think, published in September 2021. Vanessa discusses why people are often blind to how much of an impact they have on others. Are there occasions where people overestimate their influence? Does influence come with responsibility? Are there gender effects? Vanessa also mentions her related line of research on underestimating the kindness of strangers. Why are people often kinder than we expect? Finally, Vanessa shares her experience with writing a book as an academic and gives advice for others who consider writing a book.Book: https://www.vanessabohns.com/book/you-have-more-influence-than-you-think
Today we will be talking with Vanessa Bohns. Vanessa is a social psychologist and professor of organizational behavior at Cornell University. She holds a PhD from Columbia University and an AB from Brown University. Her writing has appeared in the New York Times, Wall Street Journal, and Harvard Business Review, and her research has been widely featured in the media, including The Wall Street Journal, The New York Times, The Atlantic, The Economist, and on NPR's Hidden Brain. Her first book, You Have More Influence Than You Think, was just published in September 2021. [April 11, 2022] 00:00 – Intro Social-Engineer.com Managed Voice Phishing Managed Email Phishing Adversarial Simulations Social-Engineer channel on SLACK CLUTCH innocentlivesfoundation.org 01:53 – Vanessa Bohns intro 02:43 – How did you make Social Influence your field? 05:48 – Why do we assume people will be negative when we make a request? 08:01 – The surprising results of asking for things 11:12 – We are wired to be agreeable 13:34 – What are the security implications of our default attitudes? 16:59 – What are the consequences of underestimating your own influence? 19:32 – Understanding how the situation can influence ethics 21:05 – What would you say is your favorite find? 21:48 – Enlisting someone to influence their ethics 24:00 – Paying attention to the human side of security 25:04 – What is your next study? 27:11 – The importance of a predefined script 28:54 – Will "keywords" change a person's sense of agreeability? 30:10 – Recognizing your own influence 31:41 – Who would you consider some of your biggest mentors? Frank Flynn – Professor Father 33:39 – Book Recommendations: Bird by Bird – Anne Lamott An Astronaut's Guide to Life on Earth – Chris Hadfield (Vanessa's Book) You Have More Influence Than You Think – Vanessa Bohns 35:47 – Guest Wrap Up 36:17 – Find Vanessa Bohns on the web Website link: vanessabohns.com Twitter: @profbohns Instagram: @profbohns LinkedIn: https://www.linkedin.com/in/vanessa-bohns-33219710/ 36:49 – Outro social-engineer.com innocentlivesfoundation.org
Our guest this week is an expert in utilising the power of persuasion to get what you want. Vanessa Bohns is a social psychologist and associate professor of organisational behaviour at Cornell University, New York. She is also the author of a thought-provoking new book You Have More Influence Than You Think. In the book, Vanessa draws from her original research to illustrate exactly why we might fail to recognise the influence we have, and how that lack of awareness can lead us to miss opportunities or accidentally misuse our power. We discuss the 3 things you can do to help you hear yes for a work request (such as asking for flexible working) and why the research actually shows you're more likely to hear a positive response than you might think.Our discussion also covers:What you can do to increase the chance of hearing YESDealing with rejection and re-framing noWhy human connection is so integral to decision makingHow to stop people-pleasing and learn to say no Why organisations need to be mindful of their people who are working remotely so their voices are included Why as a leader it's critical to still listen to other ideas Why expressing compliments and gratitude is so powerful Vanessa's book You Have More Influence Than You Think is available via her website vanessabohns.com. Connect with Vanessa on LinkedIn and Twitter. Find out more about the work of Leaders Plus, including details of our award-winning Fellowship Programme and our latest events by signing up to receive our emails at leadersplus.org.uk/newsletter. Show Notes:[BOOK] Zoe Chance - Influence is Your Super Power Listen now in iTunes | Listen now on Spotify
This week we interview Vanessa Bohns. We discuss her new book You Have More Influence Than You Think. Vanessa is a social psychologist, an award-winning researcher and teacher, and a professor of organizational behavior at Cornell University.
In the conclusion of Cicely's chat with social psychologist & award-winning researcher, Vanessa Bohns, Vanessa shares why she thinks power is a responsibility and what inspired her to write her new book, You Have More Influence Than You Think.
Cicely welcomes Vanessa Bohns to the podcast. Vanessa is a social psychologist, an award-winning researcher, and a professor at Cornell. She's also the author of the new book, You Have More Influence Than You Think. In part one, Vanessa shares how growing up on a bird farm prepared her to become a researcher, why she isn't surprised by the rise of social media influencers, and why it's easier to say 'no' in an email.
Today begins a 2-part series, inspired by the Notre Dame Deloitte Center for Ethical Leadership and its Faculty Fellows who recently put together their annual list of Best Books for Ethical Leaders. In it, they share ten books published during the 2021 “that bridge the worlds of business and academia and provide practical insights that can help leaders live and work more ethically.” Over the next two episodes of the Sunday Book Review, I will be exploring their list. · You Have More Influence Than You Think by Vanessa Bohns, selected by Brett Beasley. · Under a White Sky: The Nature of the Future by Elizabeth Kolbert, selected by Jessica McManus Warnell. · Seven Deadly Economic Sins: Obstacles to Prosperity and Happiness Every Citizen Should Know by James Otteson, selected by Brett Beasley. · A Catechism for Business: Tough Ethical Questions and Insights from Catholic Teaching (3rd edition) selected by John Sikorski. · Honesty: The Philosophy and Psychology of a Neglected Virtue by Christian Miller, selected by James Otteson. Learn more about your ad choices. Visit megaphone.fm/adchoices
Bill Horan talks with Vanessa Bohns, author of YOU HAVE MORE INFLUENCE THAN YOU THINK. Vanessa will discuss why people underestimate how good a simple compliment will make others feel, how we influence others without seeing it, why people are not paying attention to what you think they are, and what the "spotlight "effect is all about.
Vanessa Bohns is a psychologist, award-winning researcher, and professor of organizational behavior at Cornell University. Plus she is the author of an amazing book that I encourage everyone to read, You Have More Influence Than You Think. Today, Vanessa joins the show to talk about influence and the ways that we as fundraisers might underestimate our own, especially when it comes to making the big ask! Vanessa shares how important it is to talk transparently without making assumptions that can hold our organizations back or restrict funding in unnecessary ways. Join this conversation and learn science's most valuable takes on influence and trust-building for fundraisers! And don't forget to listen to Part II of this conversation! Episode highlights: PART I (02:32) - Introducing Vannesa Bohns: An experimental social psychologist that approaches social influence in professional decision making. (09:03) - How are fundraisers underestimating their influence? Vanessa's reading on rejection and how to create environments of conscious choice based on her book. (18:31) - The impact video has on influence and fundraising: How does video fit amongst in-person and email modes of communication? (21:49) - Follow-up requests: What happens when someone says no the first time? Understanding situational and circumstantial elements of rejection (25:59) - Implications of the fact that 75% of fundraisers are women: Gender differences in how likely people are to ask. (27:59) - Vanessa's three main takeaways on influence consciousness for fundraisers. (29:28) - Contact info and Vannessa's shout out to a non-profit near and dear to her heart.
I have given you your goal for 2022 so you have only one thing to focus on....NO SUGAR! You can do it and will thank me after 30 days. 2 Great book reviews: "You Have More Influence Than You Think" by Vanessa Bohns and "The Changing World Order" by Ray Dalio. Happy New Year!
What a year for books 2021 has been! It seems like authors, editors and publishers have all been working overtime this year to bring us some incredible new content. Books that have challenged our beliefs, calmed our anxieties and transformed our habits. To help us with the mammoth job of summarizing the best behavioral science books from 2021, we are joined by the incredible Louise Ward, who has read over 100 books this year! Louise is the co-host of the Behavioural Science Club, a LinkedIn group established in June 2020 now with over 5,000 members. If you haven't yet joined the club, you definitely should. Today. Alongside co-host Prakash Sharma, the Behavioural Science Club interviews top authors each week about fascinating new insights in human behavior. In our discussion with Louise, we noticed some trends among our favorite books. One is that we are moving past the presumption that humans are flawed and irrational. Books such as Useful Delusions and Nudge focus instead on the evolutionary usefulness of our biases and heuristics. In addition, we loved that after reading books on heavy topics such as suffering (The Sweet Spot), racial inequalities (The Person You Mean to Be) or conspiracy theories (How to Talk to a Science Denier), we were still left with a feeling of hope and optimism. And if you're new to behavioral science and wondering how to get started or underestimating the impact you can make as an individual, there was an empowering theme to this year's books too. Dive into You Have More Influence Than You Think to recognize how you can make an impact on people, You're Invited to reflect on the connections you make in your life or Non Obvious Megatrends to start noticing more of the world around you. We would LOVE to hear your favorite books of 2021. Did your favorites overlap with ours? Please send us an email at info@behavioralgrooves.com, or connect with us on social media with your top reads of the year. Twitter: @behavioralgroov LinkedIn: Behavioral Grooves Instagram: @behavioralgrooves Facebook: Behavioral Grooves Behavioural Science Club Links Join over 5000 members in the LinkedIn Group: https://www.linkedin.com/groups/13871707/ More group info: https://lnkd.in/grjWMrQ Twitter: @BehSciClub Our Favorite Books of 2021 Louise Think Again: The Power of Knowing What You Don't Know, by Adam Grant: https://amzn.to/3pNXdvE Brandsplaining: Why Marketing is (Still) Sexist and How to Fix It, by Jane Cunningham and Philippa Roberts: https://amzn.to/33Fltsu Think Big: Take Small Steps and Build the Future You Want, by Grace Lordan: https://amzn.to/3mo3JZ6 What We Owe Each Other: A New Social Contract for a Better Society, by Minouche Shafik: https://amzn.to/3eiJOXj Subtract: The Untapped Science of Less, by Leidy Klotz: https://amzn.to/3JaOqwY The Sleeping Beauties: And Other Stories of Mystery Illness, Suzanne O'Sullivan: https://amzn.to/3IHnuV5 Noise: A Flaw In Human Judgement, by Daniel Kahneman, Olivier Sibony and Cass Sunstein: https://amzn.to/3eiHgZf This is Your Mind On Plants, by Michael Pollan: https://amzn.to/3Ekqd3p Nudge: The Final Edition, by Richard Thaler and Cass Sunstein: https://amzn.to/3edkHFe Four Thousand Weeks: Time Management for Mortals, by Oliver Burkeman: https://amzn.to/3qiyFv9 Tim The Person You Mean to Be: How Good People Fight Bias, by Dolly Chugh: https://amzn.to/3rSsEHQ Anxiety at Work: 8 Strategies to Help Teams Build Resilience, Handle Uncertainty, and Get Stuff Done, by Chester Elton And Adrian Gostick: https://amzn.to/3EMgofA Useful Delusions: The Power and Paradox of the Self-Deceiving Brain, by Shankar Vedantam and Bill Mesler: https://amzn.to/3rVh8Ma The Unconscious: Theory, Research, and Clinical Implications, by Joel Weinberger: https://amzn.to/3H5P5xA How to Not Die Alone: The Surprising Science That Will Help You Find Love, by Logan Ury: https://amzn.to/3GC8VR3 Non Obvious Megatrends: How to See What Others Miss and Predict the Future, by Rohit Bhargava: https://amzn.to/3phL4jv Kurt You Have More Influence Than You Think: How We Underestimate Our Power of Persuasion, and Why It Matters, by Vanessa Bohns: https://amzn.to/3dCEKgb You're Invited: The Art and Science of Cultivating Influence, by Jon Levy: https://amzn.to/3ydBtgF How To Talk To a Science Denier, by Lee McIntyre: https://amzn.to/3lVT4Vk Subtract: The Untapped Science of Less, by Leidy Klotz: https://amzn.to/3JaOqwY The Sweet Spot: The Pleasures of Suffering and the Search for Meaning, by Paul Bloom: https://amzn.to/3piFKwr A couple of non-2021 favorites: Why Zebras Don't Get Ulcers, by Robert Sapolsky: https://amzn.to/3H5ALp6 (Kurt) The Hype Machine: How Social Media Disrupts Our Elections, Our Economy, and Our Health--and How We Must Adapt, by Sinan Aral: https://amzn.to/3EgsSLv (Louise) © 2021 Behavioral Grooves
Carla Grant Pickens, IBM's vice president of leadership Development & Succession and Global Chief Diversity & Inclusion Officer, as well as Vanessa Bohns, ILR associate professor and author of the book, “You Have More Influence Than You Think,” join ILR Dean Alex Colvin to discuss the unique challenges that companies have faced during COVID, and how both employers and employees can adapt moving forward. Fill out this short questionnaire to provide feedback, or to suggest a guest or topic for a future episode. Learn more about ILR by visiting us on the web at ILR.Cornell.edu!
Welcome to episode #805 of Six Pixels of Separation. Here it is: Six Pixels of Separation - Episode #805 - Host: Mitch Joel. I'm really into this book called, You Have More Influence Than You Think - How We Underestimate Our Power Of Persuasion, And Why It Matters by Vanessa Bohns. Vanessa is a social psychologist, an award-winning researcher and teacher, and a professor of organizational behavior at Cornell University. She holds a PhD in psychology from Columbia University and an AB in psychology from Brown University. Vanessa has been a Visiting Scholar at the NYU Stern School of Business and has taught at the University of Toronto's Rotman School of Management. Her writing has appeared in the New York Times, Wall Street Journal, and Harvard Business Review, and her research has been published in top academic journals in psychology, management, and law, and featured by the Wall Street Journal, New York Times, The Economist, and beyond. This is her first book, and it illustrates why we 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. Enjoy the conversation... Running time: 1:00:39. Hello from beautiful Montreal. Subscribe over at Apple Podcasts. Please visit and leave comments on the blog - Six Pixels of Separation. Feel free to connect to me directly on Facebook here: Mitch Joel on Facebook. or you can connect on LinkedIn. ...or on Twitter. Here is my conversation with Vanessa Bohns. You Have More Influence Than You Think. Follow Vanessa on Instagram. Follow Vanessa on LinkedIn. Follow Vanessa on Twitter. This week's music: David Usher 'St. Lawrence River'.
In this month's Basecamp, Madefor CEO Pat Dossett speaks with Dr. Vanessa Bohns, author and professor at Cornell University. They discuss why we underestimate our ability to influence, how we are unknowingly influencing others, and how to get what we want. Dr. Bohns also shares how we can engage the full potential of our words, actions, and presence to bring out the best in the world around us. Dr. Bohns is a social psychologist, an award-winning researcher and teacher, and a professor of organizational behavior at Cornell University. Her writing has appeared in the New York Times, Wall Street Journal, Harvard Business Review, and NPR's Hidden Brain. Her first book, You Have More Influence Than You Think, was just published in September of this year.
"Research has shown that power can cause a lot of negative things, but it can also cause a lot of positive things. The sort of common denominator that power does is it makes people more likely to act in situations, especially situations of ambiguity. People who are in higher positions of power are more likely to actually act." - Dr. Vanessa Bohns How can you accurately assess the influence you have? How do leaders approach power differently? Why are people more inclined to agree than disagree? Why do the people around you impact your decisions more than facts? Social Butterfly: Understanding interaction With over 15 years of experience in the field of social psychology, Dr. Vanessa Bohns has made a career of studying the everyday interactions that govern our lives. Her book, “You Have More Influence Than You Think” has received rave reviews from The Financial Times and BBC Worklife, who say it offers an exciting, new, scientific way of thinking about influence. In her work, Dr. Bohns looks deeper than tips on growing your following and aims to understand how behaviors are passed through social interaction. Legendary author Robert Cialdini states that Vanessa's book is an “enormously empowering call to anyone who has ever felt ineffective or invisible to recognize their power and wield it accordingly.” Make the Call: Understanding Decisions In this episode, Dr. Bohns explains social science concepts such as the “invisibility cloak illusion” and the mechanics behind why people conform to perceived social norms. Vanessa believes that “people don't agree to do things because they want to; they agree to do things because it's hard to say no.” Observing the social pressure behind decision-making can help you focus on your priorities when you're faced with difficult choices. Of particular relevance to game changers is the “bystander effect,” which addresses how decisions are made in relation to those around you. Bohns provides a number of classic case studies which highlight why certain people take action while others avoid it. Being aware of this phenomenon can be the difference between a true game changer and someone who doesn't step up. Get Out of Your Own Head One point Dr. Bohns stresses is that we're limited by our own blind spots. We understand how others impact us, but can't easily see the results of our own behavior. Vanessa recommends “simple exercises where you get out of your own head.” She believes these exercises can help you see how you're perceived and can be the first step to creating a positive impact with everyone you touch. Key takeaways: Gratitude. Be appreciative of what you have. Awareness. Understand your influence and how it may impact others. Reassurance. Appreciate the influence you already have on those around you. Links and Resources The Game Changing Attorney Podcast Michael Mogill Facebook Michael Mogill Twitter Michael Mogill Instagram Michael Mogill LinkedIn Crisp Website Crisp Facebook Crisp Twitter Crisp Instagram Crisp LinkedIn Vanessa Bohns Website Vanessa Bohns LinkedIn Vanessa Bohns Twitter You Have More Influence Than You Think - Book Website
Does our influence go further than we think of? Are people taking cues and guidance from us, when we are not even aware of it? Professor Vanessa Bohns of Cornell University is a social psychologist who has explored this topic in her latest book You Have More Influence Than You Think: How We Underestimate Our … Continue reading "319: Vanessa Bohns | The Extent of Impact In “You Have More Influence Than You Think”" The post 319: Vanessa Bohns | The Extent of Impact In “You Have More Influence Than You Think” appeared first on The Armen Show.
To be influential you do not require power, but wielding your influence is powerful. Vanessa Bohns, social psychologist and professor of organizational behavior at Cornell University, joins us to discuss her enticing new book “You Have More Influence Than You Think”: https://amzn.to/39vCDIN. She draws from her research to illustrate why underestimating our influence can lead us to miss opportunities or worse yet, to misuse our power. Vanessa challenges us to examine our powers of persuasion and to recognize that we have more influence than we even realize. We learn exactly why it's so hard for us to say no, even when we're uncomfortable with saying yes. And why we should focus on communicating more with people face-to-face. As with all of our episodes, we leave you with a Grooving Session discussion focusing on how we can use Vanessa's research to improve our lives, our relationships and our workplaces. Maybe this episode will influence you more than you realize? If it does, please support our ongoing work by contributing to our Patreon page at www.patreon.com/behavioralgrooves (just imagine, if we asked you in person, would you say yes?). Topics (3:19) Welcome to Vanessa Bohns. (5:46) How your enjoyment of chocolate is influenced by others. (8:15) The spotlight effect; is everyone really looking at me? (12:34) How can we influence people more than we think? (17:20) How Vanessa discovered people are likely to help, if you ask. (23:34) Why it's so much harder to say no than we think. (26:50) How power amplifies your influence. (29:22) Why we need to recognize white privilege as a position of power. (32:47) Communication: why our choice of words matter. (34:13) Robert Cialdini's Influence. (36:30) What are the most common misconceptions about influence? (41:07) What are the 2 biggest takeaways from the book? (43:52) How music has influenced Vanessa. (49:13) Grooving Session discussing how to apply Vanessa's research. © 2021 Behavioral Grooves Links “You Have More Influence Than You Think: How We Underestimate Our Power of Persuasion, and Why It Matters” Book by Vanessa Bohns: https://amzn.to/39vCDIN John Bargh, Episode 248: Do We Control Situations or Do Situations Control Us? With John Bargh: https://behavioralgrooves.com/episode/control-situations-with-john-bargh/ Shankar Vedantam, Episode 222: How Delusions Can Actually Be Useful: Shankar Vedantam Reveals How: https://behavioralgrooves.com/episode/shankar-vedantam-useful-delusions/ Cristina Bicchieri, Episode 102: Social Norms are Bundles of Expectations: https://behavioralgrooves.com/episode/cristina-bicchieri-social-norms-are-bundles-of-expectations/ “Shared Experiences Are Amplified” Erica J. Boothby, Margaret S. Clark, John A. Bargh (2014): https://journals.sagepub.com/doi/abs/10.1177/0956797614551162 “Good Lamps Are the Best Police: Darkness Increases Dishonesty and Self-Interested Behavior” Chen-Bo Zhong, Vanessa K. Bohns, Francesca Gino (2010): https://journals.sagepub.com/doi/abs/10.1177/0956797609360754 Robert Frank on the Power of Peer Pressure in Fighting Climate Change: https://www.youtube.com/watch?v=VmOUNgXKd0c&ab_channel=Rare Robert Cialdini, Episode 226: The Power Of Unity: Robert Cialdini Expands His Best Selling Book Influence: https://behavioralgrooves.com/episode/cialdini-unity-in-influence/ How to Start a Movement | Dan Sivers: https://www.youtube.com/watch?v=V74AxCqOTvg Musical Links Bronksi Beats “Smalltown Boy”: https://www.youtube.com/watch?v=88sARuFu-tc Sleigh Bells “Locust Laced”: https://www.youtube.com/watch?v=wzLOcmRRUfg The National “Light Years”: https://www.youtube.com/watch?v=5FQtSn_vak0 Vampire Weekend “This Life”: https://www.youtube.com/watch?v=FwkrrU2WYKg David Bowie “Ashes to Ashes”: https://www.youtube.com/watch?v=HyMm4rJemtI Harry Styles “Watermelon Sugar”: https://www.youtube.com/watch?v=fKlD97TnYwM Billie Ellish “Everything I Wanted”: https://www.youtube.com/watch?v=EgBJmlPo8Xw Taylor Swift “Willow”: https://www.youtube.com/watch?v=RsEZmictANA Nirvana “Smells Like Teen Spirit”: https://www.youtube.com/watch?v=hTWKbfoikeg
Vanessa Bohns talks about how all of us have hidden influence and how we can use it effectively. — YOU'LL LEARN — 1) Why we end up underestimating the willingness to say yes 2) How to get more comfortable with asking 3) How to say no without feeling guilty or awkward Subscribe or visit AwesomeAtYourJob.com/ep701 for clickable versions of the links below. — ABOUT VANESSA — Vanessa Bohns is a social psychologist, an award-winning researcher and teacher, and a professor of organizational behavior at Cornell University. She holds a PhD in psychology from Columbia University and an AB in psychology from Brown University. Professor Bohns has been a Visiting Scholar at the NYU Stern School of Business and has taught at the University of Toronto's Rotman School of Management. Her writing has appeared in the New York Times and Harvard Business Review, and her research has been published in top academic journals in psychology, management, and law, and featured by The Wall Street Journal, The New York Times, The Economist, and NPR's Hidden Brain. Her first book, You Have More Influence Than You Think, will be published in September 2021. She lives in upstate New York with her husband and two daughters. • Book: You Have More Influence Than You Think: How We Underestimate Our Power of Persuasion, and Why It Matters • Twitter: @profbohns • Website: VanessaBohns.com — RESOURCES MENTIONED IN THE SHOW — • Study: "The really fundamental attribution error in social psychological research" by Sabini, J., Siepmann, M., & Stein, J • Blog: Rejection Therapy with Jia Jiang • Book: Bird by Bird: Some Instructions on Writing and Life by Anne Lamott • Book: Mindwise: How We Understand What Others Think, Believe, Feel, and Want by Nicholas Epley • Book: Rejection Proof: How I Beat Fear and Became Invincible Through 100 Days of Rejection by Jia Jiang See Privacy Policy at https://art19.com/privacy and California Privacy Notice at https://art19.com/privacy#do-not-sell-my-info.
In part 1 (of 2), Vanessa Bohns, a social psychologist and professor of organizational behavior at Cornell University, and author, came on to talk about her new book, You Have More Influence Than You Think. and I spoke about the amazing power of "ask", and studies that were done on "Ask", and how successful usually an "Ask" is? In this Part 2, Vanessa shared more stories and the exercises that increase the ability of "asking" on things that you are uncomfortable to ask for and the exercises to deal with rejection! Listen to this Part 2 out of 2, and then Part 1 came out before this, if you missed that, make sure you check it out! My new book Skip The Line is out! Make sure you get a copy wherever you get your new book! Join You Should Run For President 2.0 Facebook Group, and we discuss why should run for president. I write about all my podcasts! Check out the full post and learn what I learned at jamesaltucher.com/podcast. Thanks so much for listening! If you like this episode, please subscribe to “The James Altucher Show” and rate and review wherever you get your podcasts: Apple Podcasts Stitcher iHeart Radio Spotify Follow me on Social Media: YouTube Twitter Facebook See omnystudio.com/listener for privacy information.
Do you know you have more influence than you think? Do you know, when you have hard times asking for things that you want, it's also equally hard for someone else to say no, and reject you! I have been fascinated by this topic as you know, I have Robert Cialdini on before to talk about this topic! In this episode, Vanessa Bohns, a social psychologist and professor of organizational behavior at Cornell University, and author, came on to talk about her new book, You Have More Influence Than You Think. In this episode, Vanessa shared the studies she had done, and stories to show that sometimes people would likely do what you asked than rejecting you! Listen to this Part 1 out of 2, and Part 2 will come out the same day too! My new book Skip The Line is out! Make sure you get a copy wherever you get your new book! Join You Should Run For President 2.0 Facebook Group, and we discuss why should run for president. I write about all my podcasts! Check out the full post and learn what I learned at jamesaltucher.com/podcast. Thanks so much for listening! If you like this episode, please subscribe to “The James Altucher Show” and rate and review wherever you get your podcasts: Apple Podcasts Stitcher iHeart Radio Spotify Follow me on Social Media: YouTube Twitter Facebook See omnystudio.com/listener for privacy information.
Do you know you have more influence than you think? Do you know, when you have hard times asking for things that you want, it's also equally hard for someone else to say no, and reject you! I have been fascinated by this topic as you know, I have Robert Cialdini on before to talk about this topic! In this episode, Vanessa Bohns, a social psychologist and professor of organizational behavior at Cornell University, and author, came on to talk about her new book, You Have More Influence Than You Think. In this episode, Vanessa shared the studies she had done, and stories to show that sometimes people would likely do what you asked than rejecting you! Listen to this Part 1 out of 2, and Part 2 will come out the same day too! My new book Skip The Line is out! Make sure you get a copy wherever you get your new book! Join You Should Run For President 2.0 Facebook Group, and we discuss why should run for president. I write about all my podcasts! Check out the full post and learn what I learned at jamesaltucher.com/podcast. Thanks so much for listening! If you like this episode, please subscribe to "The James Altucher Show" and rate and review wherever you get your podcasts: Apple Podcasts Stitcher iHeart Radio Spotify Follow me on Social Media: YouTube Twitter Facebook ------------What do YOU think of the show? Head to JamesAltucherShow.com/listeners and fill out a short survey that will help us better tailor the podcast to our audience!Are you interested in getting direct answers from James about your question on a podcast? Go to JamesAltucherShow.com/AskAltucher and send in your questions to be answered on the air!------------Visit Notepd.com to read our idea lists & sign up to create your own!My new book, Skip the Line, is out! Make sure you get a copy wherever books are sold!Join the You Should Run for President 2.0 Facebook Group, where we discuss why you should run for President.I write about all my podcasts! Check out the full post and learn what I learned at jamesaltuchershow.com------------Thank you so much for listening! If you like this episode, please rate, review, and subscribe to "The James Altucher Show" wherever you get your podcasts: Apple PodcastsiHeart RadioSpotifyFollow me on social media:YouTubeTwitterFacebookLinkedIn
In part 1 (of 2), Vanessa Bohns, a social psychologist and professor of organizational behavior at Cornell University, and author, came on to talk about her new book, You Have More Influence Than You Think. and I spoke about the amazing power of "ask", and studies that were done on "Ask", and how successful usually an "Ask" is? In this Part 2, Vanessa shared more stories and the exercises that increase the ability of "asking" on things that you are uncomfortable to ask for and the exercises to deal with rejection! Listen to this Part 2 out of 2, and then Part 1 came out before this, if you missed that, make sure you check it out! My new book Skip The Line is out! Make sure you get a copy wherever you get your new book! Join You Should Run For President 2.0 Facebook Group, and we discuss why should run for president. I write about all my podcasts! Check out the full post and learn what I learned at jamesaltucher.com/podcast. Thanks so much for listening! If you like this episode, please subscribe to "The James Altucher Show" and rate and review wherever you get your podcasts: Apple Podcasts Stitcher iHeart Radio Spotify Follow me on Social Media: YouTube Twitter Facebook ------------What do YOU think of the show? Head to JamesAltucherShow.com/listeners and fill out a short survey that will help us better tailor the podcast to our audience!Are you interested in getting direct answers from James about your question on a podcast? Go to JamesAltucherShow.com/AskAltucher and send in your questions to be answered on the air!------------Visit Notepd.com to read our idea lists & sign up to create your own!My new book, Skip the Line, is out! Make sure you get a copy wherever books are sold!Join the You Should Run for President 2.0 Facebook Group, where we discuss why you should run for President.I write about all my podcasts! Check out the full post and learn what I learned at jamesaltuchershow.com------------Thank you so much for listening! If you like this episode, please rate, review, and subscribe to "The James Altucher Show" wherever you get your podcasts: Apple PodcastsiHeart RadioSpotifyFollow me on social media:YouTubeTwitterFacebookLinkedIn
In a new occasional series on Opinion Science, Portraits gives a snapshot of insights in social science. This week, Dr. Vanessa Bohns shows us how we're more influential than we give ourselves credit for.Vanessa's new book is You Have More Influence Than You Think. It's available September 7th.To hear the full conversation I had with Vanessa, go back to Episode 21 of Opinion Science: More Influence Than You Realize with Vanessa Bohns.Learn more about Opinion Science at http://opinionsciencepodcast.com/ and follow @OpinionSciPod on Twitter.
Some people have more influence on others whether they know it or not. Think about this. When a teacher asks a question, it's usually the extroverts who answer it. But what if those extroverts just waited a few seconds before answering? This would give time for introverts to think and answer. Learn more about how you can influence others with your host, Dr. Diane Hamilton and her guest Vanessa Bohns. Vanessa is the author of the book, You Have More Influence Than You Think. Join in the conversation today for a deep dive into her newest book about influence. The pandemic has changed everyone's mindset on deep and personal connection. Yes, it's okay to connect with people online but it is much more meaningful when it's face-to-face. Learn how to make meaningful connections with your host, Dr. Diane Hamilton and her guest Susan McPherson. Susan is the author of the book, The Lost Art of Connecting. Join in the conversation today for a deep dive into her newest book about connection.Love the show? Subscribe, rate, review, and share!Here's How »Join the Take The Lead community today:DrDianeHamilton.comDr. Diane Hamilton FacebookDr. Diane Hamilton TwitterDr. Diane Hamilton LinkedInDr. Diane Hamilton YouTubeDr. Diane Hamilton Instagram
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