Podcast appearances and mentions of zoe chance

You don't need pressure to persuade — you need the right question. In this episode, Yale professor and bestselling author Zoe Chance joins Kwame Christian to share the most practical, science-backed influence strategies used by top leaders, negotiators, and communicators. You'll learn how to apply her signature "magic question" in real conversations, how unfair forgiveness can increase loyalty, and why most people misunderstand what real persuasion looks like. Zoe also breaks down why kindness isn't weakness, how to influence without manipulation, and what Hollywood gets completely wrong about negotiation. Whether you're leading a team, managing conflict, or just trying to get through a difficult conversation, this episode will help you shift from force to connection — and become more influential in the process. You'll discover: The 4-word question that changes everything Why empathy builds more commitment than incentives A reframe that helps you handle resistance with grace The mistake most people make when trying to sound powerful If you've ever struggled to be persuasive without losing yourself — this one's for you. Connect with Zoe Follow Zoe Chance On LinkedIn⁠ Buy the Book: ⁠Influence Is Your Superpower: The Science of Winning Hearts, Sparking Change, and Making Good Things Happen⁠ ⁠Zoe Chance's Website⁠ Contact ANI ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠Request A Customized Workshop For Your Company⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠ ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠Follow Kwame Christian on LinkedIn⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠ ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠negotiateanything.com⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠ ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠Click here to buy your copy of Finding Confidence in Conflict: How to Negotiate Anything and Live Your Best Life!

You don't need pressure to persuade — you need the right question. In this episode, Yale professor and bestselling author Zoe Chance joins Kwame Christian to share the most practical, science-backed influence strategies used by top leaders, negotiators, and communicators. You'll learn how to apply her signature "magic question" in real conversations, how unfair forgiveness can increase loyalty, and why most people misunderstand what real persuasion looks like. Zoe also breaks down why kindness isn't weakness, how to influence without manipulation, and what Hollywood gets completely wrong about negotiation. Whether you're leading a team, managing conflict, or just trying to get through a difficult conversation, this episode will help you shift from force to connection — and become more influential in the process. You'll discover: The 4-word question that changes everything Why empathy builds more commitment than incentives A reframe that helps you handle resistance with grace The mistake most people make when trying to sound powerful If you've ever struggled to be persuasive without losing yourself — this one's for you. Connect with Zoe Follow Zoe Chance On LinkedIn⁠ Buy the Book: ⁠Influence Is Your Superpower: The Science of Winning Hearts, Sparking Change, and Making Good Things Happen⁠ ⁠Zoe Chance's Website⁠ Contact ANI ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠Request A Customized Workshop For Your Company⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠ ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠Follow Kwame Christian on LinkedIn⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠ ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠negotiateanything.com⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠ ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠Click here to buy your copy of Finding Confidence in Conflict: How to Negotiate Anything and Live Your Best Life!

What if the ability to negotiate with a hostage-taker was also a skill that could improve relationships in everyday life? Gary Noesner, who is a former FBI chief negotiator and author of 'Stalling for Time,' which deep dives into his experiences and the lessons he's learned about human nature and effective communication over his 30-year career, joins Yael for this episode. You'll hear how patience, empathy, and active listening aren't just crisis tools; they're essential for everyday connection too. Gary also reflects on the evolution of negotiation tactics, the significance of emotional control, and the value of building genuine relationships. Listen and Learn:  How active listening transformed hostage negotiation, from trading demands to truly hearing the pain beneath Why most hostage-takers aren't criminals but people in crisis, and how listening changes everything How sitting with uncertainty and leading with empathy defuses crises more than force ever could Why slowing down negotiations and investing in human understanding can save lives in high-stakes crises Understanding even the most difficult people can defuse conflict and open the door to real influence The Waco Siege and how it exposed a clash of FBI strategies and what it taught us about negotiation, power, and restraint What strategies do elite negotiators use to maintain composure in high-pressure situations and handle their emotions without assuming undue responsibility? How humility, likability, and relationship-building can defuse conflict at home, work, or in crisis Resources:  Stalling for Time: My Life as an FBI Hostage Negotiator https://garynoesner.com/ Yael's newsletter post about connecting like a hostage negotiator Kate Murphy's book with a profile of Gary: Why Won't You Listen to Me? Jamie Holmes' book with a profile of Gary: Nonsense Connect with Gary on LinkedIn: https://www.linkedin.com/in/gary-noesner-1a2480b Connect with Gary on Facebook: https://www.facebook.com/pages/Stalling-for-Time/148979708465038 Connect with Gary on Instagram: https://www.instagram.com/garynoesner/?hl=en About Gary Noesner:  Gary Noesner retired from the FBI in 2003 following a 30-year career as an investigator, instructor, and negotiator. A significant focus of his career was directed toward investigating Middle East hijackings in which American citizens were victimized. In addition, he was an FBI hostage negotiator for 23 years of his career, retiring as the Chief of the FBI's Crisis Negotiation Unit, Critical Incident Response Group, the first person to hold that position. In that capacity, he was heavily involved in numerous crisis incidents covering prison riots, right-wing militia standoffs, religious zealot sieges, terrorist embassy takeovers, airplane hijackings, and over 120 overseas kidnapping cases involving American citizens. He has written a book about his FBI negotiation career, which was published by Penguin Random House in 2010, entitled Stalling for Time: My Life as an FBI Hostage Negotiator.    The book is being used in part as the basis for a six-part mini-series on Waco that will air on the Paramount Network on January 24, 2018. Related Episodes: 255. Influence is Your Superpower with Zoe Chance 276. Assertive Communication Skills with Randy Paterson 392. Outraged with Kurt Gray 403. Conflict Resilience with Bob Bordone and Joel Salinas Learn more about your ad choices. Visit megaphone.fm/adchoices

Are you living a life true to your deepest values or just going along with what others expect? Sunita Sah, author of Defy: The Power of No in a World That Demands Yes, reveals how our cultural conditioning to comply holds us back from authenticity. Learn the stages of healthy defiance to courageously honor your agency while navigating power dynamics. Reframe defiance as a positive force aligned with your most profound principles.You can find Sunita at: Website | Instagram | Episode TranscriptIf you LOVED this episode you'll also love the conversations we had with Zoe Chance about influence and persuasion.Check out our offerings & partners: Join My New Writing Project: Awake at the WheelVisit Our Sponsor Page For Great Resources & Discount Codes Hosted on Acast. See acast.com/privacy for more information.

For this next installment to this edition of our Greatest Hits Week, we throw it back to a conversation Joe had with Zoe Chance about how to make influence your superpower. Do you ever feel like you just don't have much influence over others? Not in a negative way, but in a way where you wish people would truly hear you. Sometimes we just need to take a step back and re-evaluate what we are trying to accomplish. Zoe Chance is an expert in influence and is an Assistant Professor at Yale. She joins us today to share her secrets to positive influence and happiness. She talks about the power of ‘no', charisma, and my favorite, the Kindly Brontosaurus technique. During our headline segment, we dive into longevity in financial planning. As people start living longer, what adjustments need to be made to financial plans? We talk about retirement planning and allocations as it relates to living longer lives. We also help answer Jenna's question about saving or spending HSA dollars and Doug shares his influential trivia. This episode originally aired on February 23, 2022. Please disregard any mention of current events. FULL SHOW NOTES: https://www.stackingbenjamins.com/make-influence-your-superpower-greatest-hits-week-1622/ Deeper dives with curated links, topics, and discussions are in our newsletter, The 201, available at https://www.stackingbenjamins.com/201 Enjoy! Learn more about your ad choices. Visit podcastchoices.com/adchoices

What is the psychology of influence? Why do humans struggle with lie detection? How can you spot a con artist?  According to a 2023 survey, 34% of Americans said they would like to have the ability to influence others at will. Today's episode will teach you a science-based framework for behavior change and influence, the same methods the guest used to shape Google's global food policy, and much more.  Dr. Zoe Chance is a Yale professor at the School of Management, published author, researcher, and climate philanthropist. Zoe received her doctorate from Harvard University and MBA from the University of Southern California. Her work has been featured in The New York Times, The Wall Street Journal, The Economist, Scientific American, and more. You can grab her book, Influence Is Your Super Power, on Amazon and all major bookstores!  Welcome to Discover More! Let's get this started.  Sponsor: Magic Mind 48% off your first subscription or 20% off one-time purchases at checkout (use code DISCOVERMORE20) https://magicmind.com/discovermore Rate The Podcast: https://ratethispodcast.com/discovermore Show Notes Zoe's Website Zoe's LinkedIn Zoe's Twitter Zoe's Email Zoe's Book * Subscribe to YouTube Discover More Website Connect on Instagram * Discover More is a top podcast for independent thinkers who appreciate the importance of mental health, psychology, and social sciences. Looking for deep thinking? * Thank you for Discovering More with us!

In this compelling episode of the Passion Struck podcast, Dr. Zoe Chance, Yale professor and author of Influence Is Your Superpower, joins John R. Miles to uncover the science behind winning hearts and minds through ethical interpersonal influence. Dr. Chance dives deep into the ways we can harness influence to create meaningful change—not just in our personal lives but in the world around us.The conversation explores how influence, when used ethically, becomes a tool for connection rather than manipulation. Dr. Chance shares research-backed strategies on how to negotiate confidently, build trust, and align with others to achieve positive outcomes. Listeners will walk away with actionable insights into how to use influence to elevate relationships, inspire others, and drive real-world impact.Whether you're leading a team, managing relationships, or simply looking to improve your communication skills, this episode provides powerful tools to win hearts while staying true to your values.Full show notes and resources:  https://passionstruck.com/zoe-chance-apply-the-science-of-winning-hearts/SponsorsBabbel: Unlock the power of learning a new language with Babbel's innovative system. Passion Struck listeners can get 60% off their subscription at Babbel.com/PASSION.Hims: Regrow your hair before it's too late! Start your free online visit today at Hims.com/PASSIONSTRUCK.Quince: Experience luxury for less with Quince's premium products at radically low prices. Enjoy free shipping and 365-day returns at Quince.com/PASSION.For more information about our sponsors and promo codes, visit: passionstruck.com/dealsIn this episode, you will learn:The importance of reaching out to individuals at the right time to influence their decisions effectively.Insights from Dr. Zoe Chance on interpersonal influence and how it can be used ethically and effectively.The significance of social support in the writing process and the challenges authors face in getting their work recognized.The impact of influential teachers and mentors on personal growth and resilience.The role of behavioral science in understanding consumer behavior and decision-making.The concept of "moments of truth" in customer experience and how timing affects influence.The distinction between System 1 (unconscious, instinctive) and System 2 (conscious, analytical) thinking and their relevance in influencing others.Connect with Dr. Zoe Chance: https://www.zoechance.com/Order Passion StruckUnlock the principles that will transform your life! Order my book, Passion Struck: Twelve Powerful Principles to Unlock Your Purpose and Ignite Your Most Intentional Life. Recognized as a 2024 must-read by the Next Big Idea Club, this book has earned accolades such as the Business Minds Best Book Award, the Eric Hoffer Award, and the Non-Fiction Book Awards Gold Medal. Order your copy today and ignite your journey toward intentional living!Catch More Passion StruckMy solo episode on How Your Environment Influences Who You BecomeCan't miss my episode with Alison Fragale on Master the Science of Status for SuccessWatch my episode with David S. Yeager on the Science of Inspiring Young MindsDiscover my interview with Finnian Kelly on How You Recode Your Mind and Manifest YouCatch my interview with Amanda Slavin on How to Change Lives By Inspiring ChangeIf you enjoyed this episode, please leave us a review! Even one sentence helps. Be sure to include your Twitter or Instagram handle so we can personally thank you!

(NOTAS COMPLETAS Y ENLACES DEL CAPÍTULO AQUÍ: https://www.jaimerodriguezdesantiago.com/kaizen/199-conversaciones-dificiles) Hay cuatro palabras ante las que hasta la persona más valiente tiembla: «Cariño, tenemos que hablar»Aunque en realidad, para quien las pronuncia tampoco suele ser sencillo. Es más, habitualmente van precedidas de días de darle vueltas a lo que sea de lo que se quiere hablar. A los argumentos que se usarán, a las reacciones de la otra persona o a las posibles consecuencias que esa conversación tenga. Y todo esto es antes de que suceda. Durante la conversación, la mitad de las veces acabamos por no decir lo que queríamos decir. Y casi la otra mitad, por decirlo mal o porque la conversación descarrile y acabemos discutiendo sobre nosequé cosa que sucedió hace nosecuántos meses sin saber muy bien cómo hemos terminado allí. Esto, además, no sucede sólo en nuestra vida personal. Ocurre constantemente en el ámbito profesional. Nos suele costar mucho abordar cualquier tipo de conversación incómoda o difícil sobre nuestro trabajo, nuestro salario, dar nuestra opinión a otras personas…Sin embargo, las conversaciones difíciles son una parte esencial de nuestras interacciones con otros. A veces, nos maravillamos ante quienes tienen la capacidad de afrontarlas con empatía y asertividad, quienes son capaces de decir lo que necesitan decir, sin que la cosa descarrile y, mejor aún, sin hacer que la otra persona se sienta atacada. ¿Qué hacen diferente esas personas? ¿Podemos aprender de ellas? Pues espero que sí, porque vamos a dedicar el capítulo de hoy, precisamente, a las conversaciones difíciles. Patrocinador del capítulo: Crea Energía ¡Ya están abiertas las inscripciones para la 2ª edición del programa de desarrollo directivo y liderazgo que dirijo en Tramontana! ¿Te interesa? Toda la info aquí: https://www.tramontana.net/desarrollo-directivo-liderazgo¿Te gusta kaizen? Apoya el podcast uniéndote a la Comunidad y accede a contenidos y ventajas exclusivas: https://www.jaimerodriguezdesantiago.com/comunidad-kaizen/

If your freezer has an ice maker then your freezer has a heater. This episode begins with an explanation of why your ice maker needs a heater in the first place, how it is costing you a lot of money and what you can do about it. https://lifehacker.com/save-some-energy-and-money-by-turning-off-your-ice-ma-5792410 We would probably all like to be more influential. That is, to have people listen to us and take our ideas more seriously. So how do you do that? Give a listen to my guest Zoe Chance. She is teacher and researcher who teaches the most popular course at the Yale School of Management called “Mastering Influence and Persuasion “and she is author of the book Influence is Your Superpower: The Science of Winning Hearts, Sparking Change, and Making Good Things Happen (https://amzn.to/3jhWIas). Listen if you want to have more clout and be influential.  It is impossible to get too far in life with feeling grief at the death or a friend or loved one. Since it is inevitable, you might want to listen to this segment with my guest Mary Frances O'Connor. She is an associate professor of psychology at the University of Arizona, where she directs the Grief, Loss and Social Stress (GLASS) Lab, and she has some valuable insight into grief and what we can all learn from it. It's a topic people don't like to talk about much but this is really worth a listen. Mary is author of the book The Grieving Brain: The Surprising Science of How We Learn from Love and Loss (https://amzn.to/3NV3wc9).  There is a HUGE difference between a good restaurant and a great one. I have an article from a long time ago (not sure where it was published) that offers up some great insight that determines what an excellent restaurant does that a lesser one does not. Listen as I share what this insightful article says.  PLEASE SUPPORT OUR SPONSORS! Indeed is offering SYSK listeners a $75 Sponsored Job Credit to get your jobs more visibility at https://Indeed.com/SOMETHING NerdWallet lets you compare top travel credit cards side-by-side to maximize your spending! Compare & find smarter credit cards, savings accounts, & more https://NerdWallet.com TurboTax Experts make all your moves count — filing with 100% accuracy and getting your max refund, guaranteed! See guarantee details at https://TurboTax.com/Guarantees Dell Technologies and Intel are pushing what technology can do, so great ideas can happen! Find out how to bring your ideas to life at https://Dell.com/WelcomeToNow eBay Motors has 122 million parts for your #1 ride-or-die, to make sure it stays running smoothly. Keep your ride alive at https://eBayMotors.com Listen to TED Talks Daily https://www.ted.com/about/programs-initiatives/ted-talks/ted-talks-daily Wherever you get your podcasts. Learn more about your ad choices. Visit podcastchoices.com/adchoices

Unlock the secrets to commanding any room with the power of influence and persuasion. Imagine ascending the corporate ladder with ease, your words leading the way—this episode will get you started.Zoe Chance is formerly a creative force behind the Barbie brand at Mattel, currently teaching at the Yale School of Management, and author of the book Influence Is Your Superpower: How to Get What You What Without Compromising Who You Are.Zoe and Greg discuss why finesse in influence is not just for marketers but a universal key to professional success across a wide range of jobs including teaching and education. Zoe explores the power behind the art of saying no, a skill that builds resilience and carves out space for personal growth, and the counterintuitive truth that a well-placed no can magnetically lead to more affirmative responses. They talk about the cultural conditioning that shackles us to a relentless cycle of yeses, and Zoe gives some techniques that allow the softer voices to echo through boardrooms and beyond. Find out also how to use the ‘Kindly Brontosaurus' to get what you really want.*unSILOed Podcast is produced by University FM.*Episode Quotes:Why paternalism and materialism work well with behavioral economics53:39: Behavioral economics allows freedom of choice, and still, it nudges or encourages people towards certain outcomes. And the reason that paternalism or maternalism works well with behavioral economics is that if people feel that you are nudging them in a direction that's consistent with their best interests, they tend to not mind the nudging and the influence that you were doing. If they feel that you are trying to manipulate them to do something in your best interest but not theirs, then there can be tremendous backlash. So, this maternalism, paternalism piece is important. And when somebody feels that you're trying to influence them to do something that they don't feel bad about the possibility of doing, and it's not you just being this selfish, manipulative person, it feels pretty good on both sides. So, I like influence that feels good on both sides.The magic of “no”13:36: The magic of "no" is that when we're more comfortable saying no to other people, we're more comfortable with them saying no to us. And that means that our requests lose this edge of neediness that can be repulsive. So, practicing saying no leads indirectly to other people wanting to say yes to you.The concept of “behavioral introversion”26:56: There is the "what we do" and the "who we are" piece of introversion, extroversion. So the behavior and the traits, and we're probably not going to do anything about our traits, at least not in the short run. And we have a bit of control over our behavior. And then, as teachers or leaders in environments where we have a wide range of introverts and extroverts, we may not be thinking about how there are people who are extroverted in some contexts that show up as introverts in the domain in which we see them.Influence is part of the job04:19: Influencing other people, for most people in most jobs, is a huge part of our job. And it's definitely a bigger part of our job as we rise in an organization and levels of increasing responsibility. And I used to think that if you're the boss, you just get to tell people what to do, and they're going to do it. We know it's totally not like that, becoming less, but I think it has probably always been not that effective.Show Links:Recommended Resources:John G. LynchSusan CainThe Kindly BrontosaurusBernard RothLibertarian paternalismCompetent Jerks, Lovable Fools, and the Formation of Social Networks350.orgGuest Profile:ZoeChance.comFaculty Profile at Yale School of ManagementLinkedIn ProfileProfile on XProfile on Psychology TodayHer Work:Influence Is Your Superpower: How to Get What You What Without Compromising Who You Are

Zoe Chance, Yale lecturer and author of the international bestseller, INFLUENCE IS YOUR SUPERPOWER, studies persuasion, decision making, and how people can lead happier, healthier, more fulfilling lives. At Yale, Zoe teaches one of Yale's most popular classes, Mastering Influence and Persuasion. She also collaborates with Google and Optum Health. Prior to her engagement at Yale, Zoe marketed a $200 million segment of the Barbie brand at Mattel and developed an executive education leadership program at Harvard. Her research has been covered in the New York Times, the Wall Street Journal, the Economist, Scientific American, Psychology Today, Financial Times, and Discover. Zoe received her doctorate from Harvard, MBA from the University of Southern California, and bachelor's degree from Haverford College. In this episode we discuss the following: Those who had advantages were seven times more likely to ask for help than those who didn't. But, if we help those who ask and don't seek out and support those who don't ask for help, we further perpetuate inequality. By developing policies with an eye towards helping those who are less likely to ask for help, we can help level the playing field. A lot of privilege in this world is a result of asking for help. But when we help those who ask for help, we can unintentionally perpetuate the Asking Gap, as we help those who already have more privilege. An employee who had just had a child was struggling to keep up with work. So, she asked to work remotely. The manager, being kind, agreed. But the two previous mothers who had just given birth, but hadn't asked to work remotely, were short changed. So, the company created a policy allowing all mothers the same benefit. To reduce the Asking Gap, Zoe automatically grants a two-day extension to anyone who asks. All they have to do is send an email to an email address which automatically responds with the extension. Follow Zoe X: https://twitter.com/zoebchance LinkedIn: https://www.linkedin.com/in/zoebchance/ Website: https://www.zoechance.com/ Book: INFLUENCE IS YOUR SUPERPOWER, Follow Me: X: https://twitter.com/nate_meikle LinkedIn: https://www.linkedin.com/in/natemeikle/ Instagram: https://www.instagram.com/nate_meikle/ Website: https://natemeikle.com

3 Takeaways brings you conversations with people who are changing the world.  The world's foremost thinkers, business leaders, writers, politicians, scientists and other newsmakers share three key insights to help you understand the world in new ways that can benefit your life and career. In this special year-end episode, we present the most powerful and compelling takeaways of 2023. Can you guess which takeaway is from each guest before I tell you who it is? The guests include former Director of the CIA, former Vice Chairman of the Joint Chiefs of Staff, CEO of Chevron, former Foreign Minister of Israel and other amazing guests.Top Takeaways of 2023 include: Former Secretary of Health and Human Services Alex Azar on Previously Unknown Reasons For The Stunning Success of Operation Warp Speed (#174)Former Foreign Minister Shlomo Ben Ami on the Hamas Israel War (#171)Yale Professor Zoe Chance Reveals Smart, Simple Ways To Influence People To Get What You Want (#156)Chevron CEO Mike Wirth On The Race To Meet The World's Energy Needs With Lower Carbon Solutions (#170)Innocence Project Head Christina Swarns on The Horrors Of Our Criminal Justice System And How To Improve It (#176)Former Ford and Boeing CEO Alan Mulally On Love By Design, The Secret Behind Two Remarkable Turnarounds (#152)A Chilling, Mind-Blowing Talk about War In The Age of AI With Pentagon Defense Expert Paul Scharre (#151)Irresistible: The Rise of Addictive Technology and the Business of Keeping Us Hooked With NYU's Adam Alter (#150)Karl Rove Takes A Riveting No-Holds Barred Look At The Frightening State Of American Politics (#168)Former Vice Chairman of the Joint Chiefs of Staff Bill Owens on Our Critical Need To See “The Other Side of The Story” (#157)Former CIA Director David Petraeus on The Russia Ukraine war (#128)The Complex and Bizarre World of Government-Imposed Racial Classification With Law Professor David Bernstein (#130)President and CEO Dan Weiss of NY's Metropolitan Museum On Its Critical Role In Modern Life (#148)The Good Life Unpacked: Discovering What Makes Us Thrive with the Head of Harvard's 80-Year Study Robert Waldinger (#127)

Do you want to be more influential? For most of us, the answer is yes. Greater influence often translates to more power, enabling us to achieve our goals, drive change, and create positive impact. But delving into the strategies and tactics of influence can leave us feeling uneasy. Words like “manipulative,” “sneaky,” and “coercive” come to mind. Zoe Chance explains this reaction this way: “The idea of influence has been corrupted by tacky, greedy people using tacky, greedy tactics to sell used cars, to promote sponsors' products on social media, and to get us to buy now, while supplies last!” This is exactly why Zoe champions a different approach. As a distinguished behavioral scientist at Yale School of Management, Zoe empowers smart and kind individuals to harness influence effectively. Her role at Yale involves guiding executives and teaching the highly sought-after MBA elective, 'Mastering Influence and Persuasion.' Her students achieve remarkable feats: they raise funds for charities, win political seats, kickstart successful startups, initiate social movements, save lives, and drive a culture change. And so can you. Tune in to learn how. You can follow Zoe Chance on LinkedIn You can find the transcript HERE. Join the CultureBrained® Community– a one-of-a-kind virtual community for Heads of Culture, founders, and leaders who want to up their culture game. Check out more of our free resources 

In this episode of The Brainy Business podcast, you'll hear an insightful interview with Warren Berger, an expert in the power of questioning. Warren's exploration of design thinking led him to delve into the origins of breakthrough innovations, startups, and the role of questioning in driving them. His books, A More Beautiful Question and The Book of Beautiful Questions, provide frameworks and examples for using questioning effectively in different domains of life.  Warren emphasizes the importance of questioning in education, business, relationships, and leadership. He highlights the transformative power of asking beautiful questions, which can lead to continuous learning, innovation, and deeper connections with others. By embracing questioning, individuals and organizations can unlock their full potential and lead a path of growth and discovery. In this episode: Unleash your potential and drive personal and professional growth by harnessing the power of questioning. Discover how questioning plays a vital role in design thinking and innovation, and unlock new possibilities in your creative endeavors. Ignite exploration and creativity by asking beautiful questions that inspire curiosity and push the boundaries of what is possible. Foster continuous improvement and engagement by incorporating mission questions into your personal and professional life. Learn how questioning can enhance interpersonal relationships, problem-solving, and lead to deeper connections and understanding. Show Notes: 00:00:00 - Introduction, Introduction to the podcast episode and the guest, Warren Berger, who is an expert in questioning and author of the book A More Beautiful Question. 00:01:23 - Importance of Questioning, Warren discusses the importance of questioning and how it is a powerful tool for problem-solving and decision-making. He emphasizes that questioning should be recognized as a field of study and incorporated into education and business training. 00:04:29 - Questioning and Design Thinking, Warren explains his background in writing about design thinking and how it led him to explore the role of questioning in problem-solving. He highlights that designers and successful business leaders are often skilled questioners. 00:07:06 - Researching Questions, Warren shares his research approach, which involves studying how different fields and professionals use questioning. He mentions sources such as Harvard Business Review and Psychology Today, and notes that there are few books dedicated solely to questioning. 00:10:47 - The Challenge of Writing about Questions, Warren discusses the challenge of expanding the topic of questioning from a chapter in a book to multiple books. He emphasizes the limitless depth and breadth of the subject and his commitment to exploring it fully. 00:15:26 - The Power of Questioning, Warren discusses how questioning leads to breakthroughs and innovation, emphasizing that many innovations start with a simple question. He introduces his first book, which explores the general concept of questioning with a focus on innovation. 00:16:16 - Questioning in Different Areas, Warren explains that people approach questioning from different angles depending on their interests. He highlights the relationships between questioning and creativity, decision-making, relationships with others, and leadership. Businesses are recognizing the importance of leaders who can ask insightful questions. 00:17:31 - The Book of Beautiful Questions, Warren's second book delves into four key areas where questioning is relevant: creativity, leadership, relationships, and decision-making. He offers examples of useful questions in each area and encourages readers to come up with their own. 00:18:31 - Questioning in Education, Warren's third book, targeted at educators, focuses on how to encourage students to ask more questions. He emphasizes the importance of engaging students' curiosity and creating a classroom environment where questioning is encouraged. 00:21:02 - Modeling Questioning Behavior, Warner discusses the importance of modeling questioning behavior, both for teachers and parents. He explains that demonstrating a balance of confidence and humility as a questioner can inspire others and create a more approachable leadership style. Intellectual curiosity is a valuable trait for both leaders and learners. 00:30:45 - The Three Types of Questions, The three types of questions are why, what if, and how. These questions work together in a cycle to push you forward and prevent you from getting stuck. Each question serves a different purpose in the problem-solving process. 00:31:19 - The Importance of the Why Question, The why question helps you understand the problem and its importance. However, it's important not to get trapped in the philosophical stage of constantly asking why. The why question is the first step in the process. 00:31:50 - Moving to the What If Stage, After asking why and gaining an understanding of the problem, it's time to start asking what if. This stage is for brainstorming and speculating on possible solutions. However, it's important not to get stuck in this stage and move on to the next. 00:32:28 - The How Question, The “how” question is about implementation and practicality. It's about figuring out how to solve the problem and get started. This question should be the last step in the process, after understanding the problem and exploring possible solutions. 00:35:30 - The Importance of Spending Time on Each Stage, It's important not to rush through any of the stages. Spending time on each stage ensures that you have a deep understanding of the problem, explore different possibilities, and then figure out how to implement the solution. Don't shortchange any of the stages. 00:44:52 - The Power of Beautiful Questions, Warren discusses the importance of formulating a powerful question that can drive motivation and purpose. He encourages individuals and companies to focus on mission questions rather than mission statements, as questions are ongoing and open-ended. 00:46:14 - Finding Your Beautiful Question, Warren encourages listeners to find their own beautiful question, a question that they can continuously pursue and work on throughout their lives. He also suggests that businesses should have mission questions that drive their purpose and motivate their employees. 00:47:18 -  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 Warren: WARREN'S WEBSITE WARREN ON TWITTER WARREN 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: A More Beautiful Question, by Warren Berger Beautiful Questions in the Classroom, by Warren Berger The Book of Beautiful Questions, by Warren Berger CAD Monkeys, Dinosaur Babies, and T-Shaped People, by Warren Berger Both/And Thinking, by Wendy Smith Top Recommended Next Episode: Questionstorming at KIND (ep 215) Already Heard That One? Try These:  Dunning-Kruger Effect (ep 266) What Problem Are You Solving? (ep 126) Framing (ep 296) Questions or Answers (ep 4) Bikeshedding (ep 99) Priming (ep 252) Influence Is Your Superpower with Zoe Chance (ep 308) How Businesses Can Design for Behavior Change, with Amy Bucher (ep 164) You're Invited! with Jon Levy (ep 150) Nudging for Good at Walmart (ep 206) Both/And Thinking, with Wendy Smith (ep 261) Is There a System 3? with Leigh Caldwell (ep 233) What is Cognitive Semiotics? with Sarah Thompson (ep 259) Other Important Links:  Brainy Bites - Melina's LinkedIn Newsletter Warren Berger TED Talk: Nurturing the Ability to Question Right Question Institute The Questionologist, Psychology Today Warren Berger Articles, Harvard Business Review

Zoe Chance teaches the most popular class at the Yale School of Management. But you don't have to got to Yale to hear what she has to say, because she's with us today to share a few key insights from her book "Influence Is Your Superpower." • Subscribe to our newsletter • Download our app • Join our club (code DAILY gets you 10% off)

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

Have you struggled to speak up when it matters most? My guest Sam Horn has devoted her career to helping people transform awkward moments into open communication. In this episode, Sam shares her expertise on how to find your voice, even on eggshells. We explore essential skills like awareness, listening, and empathy to shift from reactive to proactive in challenging interactions. Sam dives into strategies from her newest book, Talking on Eggshells: Soft Skills for Hard Conversations, so you can turn conflicts into clarifying, satisfying conversations. If you've felt too intimidated to speak your truth, this episode will give you hope.You can find Sam at: Website | Instagram | Episode TranscriptIf you LOVED this episode you'll also love the conversations we had with Zoe Chance about the language of influence. Check out our offerings & partners: My New Book SparkedMy New Podcast SPARKED. To submit your “moment & question” for consideration to be on the show go to sparketype.com/submit. Visit Our Sponsor Page For Great Resources & Discount Codes Hosted on Acast. See acast.com/privacy for more information.

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

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

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

Request A Customized Workshop For Your Company: https://www.americannegotiationinstitute.com/services/workshops/ In this episode, Zoe Chance, Author of the international bestseller Influence is Your Superpower, discusses how we can use the "superpower" of influence to navigate negotiations and difficult conversations.  Follow Zoe Chance On LinkedIn https://www.linkedin.com/in/zoebchance/ Buy the Book: Influence Is Your Superpower: The Science of Winning Hearts, Sparking Change, and Making Good Things Happen https://www.amazon.com/Influence-Your-Superpower-Science-Sparking/dp/198485433X Zoe Chance's Website https://www.zoechance.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 episode of The Brainy Business podcast, Melina Palmer interviews Andrea Learned, a climate communications strategist and host of the Living Change Podcast, on the topic of building a leadership platform and personal brand for influence. Melina and Andrea discuss the importance of being authentic and engaging on social media to attract media attention and build trust with others. They emphasize the value of showcasing expertise and being seen doing the things you promote, as it builds credibility and inspires others to take similar actions. The conversation also highlights the power of aligning personal brand with initiatives and causes that align with one's values. Overall, the episode emphasizes the need for leaders to be visible and engaged on social media platforms to have influence and make an impact.  In this episode: Unearth how to harness your influence (around climate or anything else) as a tool for personal and professional progression. Construct a powerful leadership platform that amplifies your influence. Explore the narrative magic of storytelling that can pivot climate and consumption behavior. Discover your genuine voice to effectively spur behavior modification. Amplify your climate advocacy through savvy social media engagement. Show Notes: 00:00:00 - Introduction, Melina introduces Andrea Learned, host of the Living Change podcast, and shares how they connected through a post Melina shared on LinkedIn asking for suggestions from fans for potential podcast episode topics. They discuss the importance of influence and how it can be applied to climate change and other causes. 00:03:47 - Building Climate Influence, Andrea shares her expertise in climate influence and how she helps leaders in the clean energy, food systems, transportation, and policy sectors leverage their platforms to drive scalable climate action. She emphasizes the importance of being visible and accessible on social media to gain influence and attract media coverage. 00:08:55 - Leveraging Leader's Influence, Andrea discusses the power of leaders in driving climate influence and how their engagement on platforms like LinkedIn can differentiate them from competitors and amplify their brand's messaging. She emphasizes the need for brands to support and empower their leaders to build their influence. 00:11:49 - Nudging Behavior Change, Melina and Andrea explore the role of influence in behavior change and pitching ideas. They discuss the importance of making it easy for others to follow your influence and how leaders who are visible and engaged can create a path for media and other stakeholders to follow. 00:13:29 - Media Pitching and Visibility, Melina and Andrea highlight the benefits of having a visible leader in media pitching efforts. They discuss how a leader's visibility and engagement on social media can make it easier for the media to identify the right person to pitch and provide a blueprint for their expertise and messaging. 00:15:19 - Importance of Building a Leadership Platform, Building a leadership platform for your sector allows you to have a warmer and more interesting conversation with the media. It also gives you social capital that you can carry with you wherever you go, even beyond your current organization. 00:17:24 - Importance of Media Training and Polished Communication, Media training and being able to communicate in good sound bites are valuable for building influence. It is important to align your personal brand with your organization's initiatives and show that you can be a polished spokesperson. 00:18:35 - Being Seen Doing the Things You Advocate For, It is important to be seen doing the things you are advocating for. Andrea shares real-world examples of leaders and influencers riding bikes, going plant-based, or taking other actions that align with their message. These actions influence others and encourage them to follow suit. 00:24:54 - The Power of Vulnerability and Building Trust, Being willing to be visibly vulnerable helps build trust with others. Taking the first step and showing you are on a journey, even if you are not perfect, encourages others to be braver and join in the cause. 00:26:47 - Examples of Influential Leaders, Examples of influential leaders include Malala who advocated for girls' education and Jane Goodall who used her work with chimpanzees to raise awareness about climate change and poverty. These leaders align their personal brand with their cause and use their influence to make a difference. 00:30:51 - The Impact of Consumer Recommendations on the Planet, Andrea discusses the importance of being aware of the impact our consumer recommendations have on the planet. She emphasizes that if we claim to care about the environment, we should consider the items we recommend or use, as they can influence others to emulate our behavior. 00:31:52 - The Power of Conversion Storytelling, Melina and Andrea explain that conversion stories, where someone makes a significant change in their behavior, can be incredibly powerful in influencing others. Stories of personal transformation, such as transitioning from meat-eating to a plant-based diet or switching from driving a big truck to riding a bike, can have a strong impact on inspiring change. 00:33:34 - Seeing Yourself in the Story, Melina highlights the importance of seeing oneself in a story to overcome resistance to change. By sharing relatable stories of individuals who have made similar changes, it becomes easier for others to envision themselves making similar shifts in their behavior. This can lead to increased motivation and action. 00:34:49 - Making Change Accessible, Consider making change accessible by setting short-term challenges or goals. For example, committing to meatless Mondays for a month or riding a bike for short trips three days a week. By breaking change into manageable steps, it becomes less overwhelming and more likely to be adopted. 00:39:43 - Influencing Others through Personal Expression, Andrea discusses the power of personal expression in influencing others. Sharing stories of personal journeys, like Mark Marin's, for example. 00:44:41 - Leveraging LinkedIn for Influence, Melina discusses the strategy of posing things as questions on LinkedIn to invite engagement and leverage social proof. Asking questions and opening up conversations is a powerful way to pull in more people and increase influence. 00:45:11 - Walking as a Form of Leisure and Errands, Melina shares her recent experience of going on a three-hour walk to the farmers market and running errands along the way. Walking is a preferred activity for her and her husband, and they enjoy the combination of leisure and productivity. 00:46:21 - Tips for Subtle Influence, Be brave enough to contribute and add value, even if it's not broadcasted. Engaging in social media comments and gradually becoming comfortable with sharing ideas and opinions can lead to a bigger platform and influence in the long run. 00:47:26 - 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: Neurobranding, by Peter Steidl Friction, by Roger Dooley Nudge, by Richard Thaler and Cass Sunstein Influence is Your Superpower, by Zoe Chance The Power of Saying No, by Vanessa Patrick Connect with Andrea:  Follow Andrea on LinkedIn Andrea on Twitter Living Change podcast website Top Recommended Next Episode: Influence Is Your Superpower, with Zoe Chance (ep 308) Already Heard That One? Try These:  You Have More Influence Than You Think, with Vanessa Bohns (ep 197) Behavioral Storytelling, with David Paull (ep 289) Framing (ep 296) NUDGES and Choice Architecture (ep 35) Social Proof (ep 87) Influence, with Robert Cialdini (ep 312) Focusing Illusion (ep 89) How Minds Change, with David McRaney (ep 210) Corporate Social Responsibility in Saudi Arabia, with Wiam Hasanain (ep 211) How to Pitch Your Business (ep 177) Friction with Roger Dooley (ep 274) Magic Words, with Jonah Berger (ep 301) Vulnerability Loops (ep 229) Other Important Links:  Brainy Bites - Melina's LinkedIn Newsletter

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

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

We often come across the terms 'Influence' and 'Influencers' in today's world. In our recent episode, we delved into the role that influence plays in our lives. In this episode of The Habit Coach podcast, Ashdin Doctor is joined by Zoe Chance, a distinguished professor from Yale and an accomplished author. Zoe takes us on a journey through her personal experience with influence, tracing it back to her childhood. She generously shares insights from her coaching sessions, where she imparts her knowledge of influence to others. During the conversation, Zoe sheds light on the intricate nature of influence as a form of connection. She explores the nuances between exerting influence in face-to-face interactions versus the virtual realm. The discussion extends to techniques for effective communication that holds the power of influence, touching upon the art of persuasive dialogue. Furthermore, Zoe differentiates between the concepts of influence and capturing attention, underlining their distinctive characteristics. Tune in to discover more about the multifaceted dimensions of influence and gain valuable insights from Zoe Chance's expertise.Connect with Zoe Chance on Twitter |  LinkedIn Going ahead we will meet you thrice a week- Monday, Wednesday & Friday on YouTube as well as on all audio streaming platforms. You can watch the full video episodes of The Habit Coach-Awesome 180 on the YouTube channel.You can also check out Ashdin's Linktree Page here: (https://linktr.ee/awesome180) You can follow Ashdin Doctor on Twitter | Linkedin | Instagram | FacebookCheck out the Awesome180 website: (http://awesome180.com/) Find the show across audio streaming apps:Spotify | Apple Podcasts | Google Podcasts | JioSaavn |  Amazon Music Do follow IVM Podcasts on social media.We are @ivmpodcasts on Facebook, Twitter, & Instagram.See omnystudio.com/listener for privacy information.

The Art of Charm is brought to you by BetterHelp. Visit betterhelp.com/charm today to get 10% off your first month. Nom Nom delivers fresh dog food with every portion personalized to your dog's needs, so you can bring out their best. Get 50% off your first two weeks at tryNom.com/artofcharm.  Working out is tough. And finding a workout program that sticks, even tougher. Peloton's classes don't feel like a regular workout class, they feel like entertainment. In fact, you'll be craving your workouts. Get started and download the free Peloton App today. Backed by a leading clinical trial where nine out of ten men experienced healthier and visibly improved skin, Caldera Lab has the tools to unlock your best first impression and confidence! Use code CHARM at calderalab.com for 20% OFF their best products. Factor, America's #1 Ready-To-Eat Meal Kit, can help you fuel up fast with ready-to-eat meals delivered straight to your door. Head to factormeals.com/charm50 to get 50% off your first box. In today's episode, we cover influence with Jonah Berger, Zoe Chance, and Vanessa Bohns. Jonah Berger is a professor at the Wharton School at the University of Pennsylvania, a best selling author, and world expert in social influence and consumer behavior. Zoe Chance is a professor at Yale School of Management and a researcher, speaker and consultant who specializes in persuasion, influence and behavioral economics. Vanessa Bonds is a social psychologist and professor at Cornell University, and her research focuses on how people make judgments and decisions in social contexts. Humans are social creatures so we are always influencing others and being influenced by others, but how does influence work, how do you protect yourself from being influenced by others, and what can you do to become more influential?   What to Listen For Introduction – 0:00 How do others influence you without you being aware of it? What is the most common mistake we make when trying to influence the people around us and what should you do to avoid making the same mistake? The 3 layers of listening required for influence – 9:02 Why do you need to listen to others in order to influence them? What 3 things do you need to listen for so the other person knows you understand them and thus is more susceptible to your influence? One simple change to boost your influence – 15:07 What one word will amplify your ability to influence the person you're talking to? What common mistake do people make when speaking that makes others less likely to respect what they have to say? Power of the pause – 31:20 Why is silence in conversation so impactful and how can you use it to your advantage?  The number one reason you don't try – 33:42 How do you reframe rejection so you can embrace it and grow from it rather than avoid it and stop yourself from achieving your goals? What's the best way to reject someone so you don't hurt the person's feelings? Learn more about your ad choices. Visit megaphone.fm/adchoices

If you are interested in learning more about coaching head HERE Today's guest host is Zoe Chance, Yale Professor & best-selling Author. You can listen to our first conversation HERE or learn more about Zoe at her WEBSITE In this conversation, Zoe asks me how I do what I do when it comes to coaching  communication. Zoe asks me: what formative coaches I've had in my life what it was like to be the youngest NCAA coach in the country  who taught me how to listen what makes a damn good question what mistakes podcast guests frequently make how to nail the question "tell us about yourself" and so much more.  This conversation was a joy. So. Damn. Good. Thank you Zoe, and as always thank YOU for listening to Episode 275! --Joe  Email me Joe@onepercentbetterproject.com  

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

Do you wish that your perspective, opinion, and your voice carried more power?  The feeling that your words lack influence is common among women, and the long-term effects of this feeling of powerlessness can greatly influence your path in life.  Digging deeper into where this feeling comes from is an important step toward harnessing your ability to speak up and gain greater control over your life.  You can reclaim your voice and turn it into your superpower!  Today on The Bridge to FulfillmentⓇ, Blake Schofield welcomes Zoe Chance. She's a writer, teacher, researcher, and climate philanthropist. She has an MBA from USC, a doctorate from Harvard, and teaches the most popular course at Yale School of Management. Her bestselling book is called Influence Is Your Superpower.  In this episode, you'll understand the deeper roots of confidence and hear the real reason why you might be lacking the influence you wish you had. You'll learn a mindset trick to help you get more comfortable with rejection, paving the way toward rebuilding confidence and learning resilience. You'll also learn how to start building your influence superpower.   What You'll Learn: Recognizing the real reasons why you might lack influence (4:43) Why shyness is really a reaction to trauma (9:31) Proof that you're better liked than you think you are (18:38) The keys to building your capacity for influence (24:54) Why women bear the cultural burden of saying “yes” (28:58)   Favorite Quotes: I literally believed when I was a child that my voice was the same frequency as the ambient sounds of the universe, and that's why people talked over me when I spoke. –Zoe Chance Perfectionism and shyness are actually responses to trauma. They're responses to things that happen in our childhood that lead us to believe it's unsafe to speak or it's unsafe to make mistakes. –Blake To truly come into your greatest potential value and purpose, you have to strip away the things that you're conditioned into and the belief systems that formed the trauma. And when you do that, you can come back to the wholeness of who you always were. –Blake Being able to speak and be listened to is something that sounds so small, and it's simple, but it's much more profoundly impactful than a lot of people recognize. –Zoe Chance The first person who comes to our mind when we need something is much more likely to be a woman than a man… so there's all this male generosity that is potentially being wasted. And there's all this female burnout that is unnecessary. –Zoe Chance   Additional Resources:  Connect with Zoe Chance: www.zoechance.com https://www.linkedin.com/in/zoebchance https://twitter.com/zoebchance   Rather than hoping the grass will be greener, identify what the RIGHT next step is. We can help you do just that.  Get clarity on where you are on your journey to career fulfillment, where you're headed, optional paths to get there, and the right next step to take. Start your complimentary, Personalized Career Fulfillment Plan by going to www.thebridgetofulfillment.com/plan Want free resources to set your job search up for success? You can get them by going to: http://www.thebridgetofulfillment.com/mistakes For other programs and opportunities to work with Blake, go to www.BlakeSchofield.com

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

Becoming more influential is within your grasp, and it doesn't mean becoming a selfish ass — says Yale professor Zoe Chance, who teaches the wildly popular course Mastering Influence and Persuasion. Here, she shares brilliant, simple strategies — including the “magic question” to ask — to get what you want in a graceful way.“The bedrock principle of influencing behavior is … to have people react unconsciously in a favorable way.”

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

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

Zoe Chance - an award-winning professor at Yale and the author of the international best-seller “Influence Is Your Superpower: The Science of Winning Hearts, Sparking Change, and Making Good Things Happen.” - hares for harnessing influence ethically, and how to move past common misconceptions, cultivate charisma, negotiate creatively, and spot manipulative tactics before they affect your influence.

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

Saying yes to tasks that we want to say no to is a common problem. But how do we decide which requests to turn down? Dr Vanessa Patrick PhD strategically breaks down asks into 4 useful categories. Learn to say yes to requests that align with your identity and how to communicate an empowered refusal.    “A no that stems from your identity is a much more empowered no”   Dr Vanessa Patrick PhD is a Professor of Marketing and the Associate Dean for Research at the Bauer College of Business at the University of Houston. Her recent book “The Power of Saying No: The New Science of How to Say No That Puts You in Charge of Your Life” is an extremely practical guide in how to turn down the requests that don't align with your identity.   While Vanessa's academic research is rigorous and interesting, it is her poetic ability to translate her findings into useful frameworks and practical advice that makes her work resonate so powerfully. Her analogy of persistent askers being like a walnut tree evokes beautiful imagery that helps illustrate her point. And Tim's favorite quote from the conversation is “we leak power through our nonverbal skills.” Join our discussion to learn how this elegant nugget of wisdom can help us overcome our communication weaknesses.   Producer of Behavioral Grooves, Mary Kaliff, joins regular host Tim Houlihan on this podcast episode to ask Vanessa the questions that will help you communicate empowered refusals. We figure out how to say no to tasks that don't align with our identity and our personal priorities. But we also delve into some areas that Vanessa doesn't address in the book, such as the social norms in individualistic and collective societies, and of course, the musical influences that have shaped Vanessa's life.   And for regular listeners, you'll be relieved to know that while Kurt Nelson sadly missed the interview with Vanessa, he joins Tim and Mary in the Grooving Session to summarize and develop the key points from the discussion.   Topics  (2:56) Welcome and speed round questions. (5:13) Should we frame a refusal with “I can't” or “I don't”? (6:37) Saying no to a complete stranger compared to friends & family. (7:28) What is an empowered refusal? (10:30) Should we sometimes say yes? (12:44) How to overcome the flattery of being asked. (15:07) Why women are at much greater risk of saying yes. (16:59) How to break down asks into 4 categories. (20:26) Why you don't want to be walnut tree! (23:44) Why it's harder to say no to more powerful people. (25:07) What is compassionate self control? (30:41) The difference with empowered refusal in collective vs individualistic societies. (32:46) The 3 competencies of empowered refusal. (35:46) Life choices that have influenced Vanessa's musical choices. (41:13) Grooving Session with Tim, Mary and Kurt on saying no!   © 2023 Behavioral Grooves   Links  Vanessa's book, “The Power of Saying No: The New Science of How to Say No That Puts You in Charge of Your Life”: https://amzn.to/42N3cm1  Episode 277, No Regrets? Really? Why Regrets Actually Bring Us Hope with Daniel H. Pink: https://behavioralgrooves.com/episode/why-regrets-bring-us-hope/  Episode 350, How One Small Word Can Transform Our Motivation, Success And Relationships with Jonah Berger: https://behavioralgrooves.com/episode/words-can-transform-jonah-berger/  Episode 278, How Can Smart, Kind People Harness Their Influence? Zoe Chance: https://behavioralgrooves.com/episode/harness-influence-zoe-chance/  Episode 325, Can You Unlearn History And Still Love Your Country? With Dolly Chugh: https://behavioralgrooves.com/episode/dolly-chugh/  Episode 18, Stars – Cores – Laggards – Better Incentives for Your Sales Reps featuring Dr. Michael Ahearne: https://behavioralgrooves.com/episode/stars-cores-laggards-better-incentives-for-your-sales-reps-featuring-dr-michael-ahearne/  Patrick, Vanessa & Hagtvedt, Henrik. (2012). “I Don't” versus “I Can't”: When Empowered Refusal Motivates Goal-Directed Behavior. Journal of Consumer Research: https://www.researchgate.net/publication/239810645_I_Don't_versus_I_Can't_When_Empowered_Refusal_Motivates_Goal-Directed_Behavior  Patrick, Vanessa and Mead, Nicole (2016) , The taming of desire: Unspecific postponement reduces desire for and consumption of postponed temptations: https://ssrn.com/abstract=3602254 The Four Agreements: A Practical Guide to Personal Freedom by Don Miguel Ruiz: https://amzn.to/3NdIHcw  Behavioral Grooves Patreon: https://www.patreon.com/behavioralgrooves   Musical Links  Phantom of the Opera: https://www.youtube.com/watch?v=EGb4hj-EXt0  Elvis Presley “Hound Dog”: https://www.youtube.com/watch?v=aNYWl13IWhY 

In this episode, we're joined by Jason Erlich, an employment lawyer out in California, and we talk about a book we both read called “Influence is Your Superpower.” The author, Zoe Chance, put a lot of her research into this book about influence and the psychology of influence. As trial lawyers, we've got to deal with jurors, and we've got clients and influence adjusters. And so, this was a great book for me.  Most people feel very uncomfortable trying to influence others. Reading the book and her ideas and approach, you will find that this is all about brain science. Basically, it gives us an understanding of how our brains work and how we can apply some of our thoughts, as trial lawyers, in talking to jurors, opposing counsel, mediators, or whoever else. It's also interesting how this could be applied in your personal life. It's always coming from a frame of good influence. She talks a lot about her class and what she has her class do, including a couple of experiments that they do. So it's a very fun, light read where you will also find some interesting and applicable concepts. In this episode, you will hear: The gator brain vs the judge brain How to deal with a juror who disagrees with you How to deal with a juror who is bad for you The importance of focus groups in detecting a liar How to deal with disagreement in focus groups How we say things and ask people Subscribe and Review Have you subscribed to our podcast? We'd love for you to subscribe if you haven't yet.  We'd love it even more if you could drop a review or 5-star rating over on Apple Podcasts. Simply select “Ratings and Reviews” and “Write a Review” then a quick line with your favorite part of the episode. It only takes a second and it helps spread the word about the podcast. Supporting Resources: Learn more about the author Zoe Chance: www.ZoeChance.com  Purchase the book Influence is Your SuperPower:https://www.amazon.com/Influence-Your-Superpower-Science-Sparking/dp/B0977SM1QZ/ref=sr_1_1?crid=6UMI53ZQAE1C&keywords=zoe+chance&qid=1683921866&sprefix=zoe+chanc%2Caps%2C118&sr=8-1 Big Thanks to Guest Jason Erlich! If you would like to learn more about Jason and his practice please visit his website: https://erlich.lawyer/attorneys/jason-erlich/ If you have questions or a particularly challenging client preparation, email Elizabeth directly for assistance: elizabeth@larricklawfirm.com. Episode Credits If you like this podcast and are thinking of creating your own, consider talking to my producer, Emerald City Productions. They helped me grow and produce the podcast you are listening to right now. Find out more at https://emeraldcitypro.com Let them know I sent you.  

Dealing with distractions is a common challenge that many professionals face in their everyday lives. Traction (the opposite of distraction) is the force that drives us towards our goals and objectives, keeping us focused on the tasks that really matter. In order to combat distractions, it's vital to create a plan that outlines the necessary steps for achieving success. This includes setting clear objectives and breaking down goals into manageable tasks, while also allocating specific time for relaxation or personal enjoyment.  By doing so, individuals can achieve a balanced life that fosters productivity and happiness. During this conversation with host Melina Palmer, Nir Eyal emphasized the importance of distinguishing between distraction and traction. Contrary to popular belief, the opposite of distraction isn't focus, but rather traction. Eyal explained that distractions are anything that pulls us away from our true goals, while traction is any action that brings us closer to achieving them. He urged listeners to create schedules that align with their values and to stick with them, ensuring that they devote the necessary time and focus to what truly matters. Enhance concentration through gaining traction and structured planning to mitigate distractions. Utilize technology with intention for peak productivity and enriching personal experiences. Overcome internal triggers by comprehending the nature of discomfort and controlling urges. Create value-driven schedules to bolster time management and sharpen focus. Employ tactical tools and approaches to curb the influence of digital distractions. Show Notes: 00:00:00 - Introduction, Melina Palmer introduces the episode and the guest, Nir Eyal, who is a behavioral designer. She talks about how Nir's book, Indistractable, helps people overcome distractions and become more productive. 00:04:30 - Personal Reason for Writing Indistractable, Nir Eyal shares his personal reason for writing Indistractable. He talks about how he was distracted by his phone while spending time with his daughter. Research and personal testing made him realize the problem was much deeper than just technology. He decided to explore the root cause of distraction and find an answer that actually worked. 00:09:40 - Distraction is an Old Problem, Nir talks about how distraction is not a new problem and has been with us for at least the past 2500 years. He explains how people have always blamed various forms of entertainment and technology for distracting them, and how it's lazy thinking to blame technology for distraction without understanding the root cause. 00:11:14 - The Opposite of Distraction is Traction, Nir Eyal explains that the opposite of distraction is not focus, but traction. He defines traction as any action that pulls you towards what you want to do, and distraction as any action that pulls you away from what you plan to do. He emphasizes the importance of understanding the difference between the two. 00:12:27 - Tools for Finding Balance, Nir Eyal talks about the importance of finding balance when it comes to using technology. He shares some tips and tricks anyone can use to help with this (a tiny sample of all the resources in his book). 00:13:47 - Understanding Distractions and Traction, Nir Eyal explains that distraction is anything that pulls us away from what we planned to do and anything can be a distraction. Conversely, anything can be traction if we make time for it and plan it according to our values. Becoming indistractable means living with personal integrity and knowing why we got distracted. 00:18:28 - The Root Cause of Distraction, Eyal identifies the root cause of distraction as our inability to deal with discomfort in a healthy manner. We use distraction as psychological pacification and escape uncomfortable emotions. To become indistractable, we must first learn to deal with the discomfort in a healthy way by fixing the source of discomfort or finding ways to cope. 00:19:48 - Human Motivation, Nir explains that human motivation is not about the pursuit of pleasure and avoidance of pain but rather spurred by discomfort. We have two neural circuits, the liking system and the wanting system. The purpose of the wanting system is to create discomfort to get us to act. Time management is pain management, and to master distractions, we must first master internal triggers. 00:22:21 - Time Management and Addiction, Addiction isn't just about substances or behaviors but is more about our need to escape from discomfort. We must fix the source of discomfort or learn to deal with it in a healthier way. Eyal shares the story of Dr. Zoe Chance, who became temporarily addicted to her pedometer as she was using it to escape her life. 00:27:21 - The Evolution of Internal Triggers, Evolution has made us perpetually perturbed and hardwired for things like hedonic adaptation, rumination, and boredom to keep us searching for more. We are not designed by evolution to be satisfied, but to strive, search, want, and crave, which helped our species progress. The idea is to channel these uncomfortable sensations towards traction rather than distraction. 00:29:21 - Mindset and Reimagining Temptation, Our brains are wired for mindset issues, and we need to reimagine our temperament to become indistractable. If we have an issue, we need to understand the root cause and channel our mindset towards traction instead of distraction. We can reimagine the task, trigger, or our temperament to master the internal triggers, which is crucial to becoming indistractable. 00:32:00 - The Nuances of Technological Distraction, Our relationship with technology and other distractions is a nuanced discussion. Everything has unintended benefits and harms, and it is crucial to take a deeper look. We need to understand the good stuff that's happened and not just the negatives. If something is not serving us, we should disconnect and use what we want with intent. 00:35:23 - The Story Behind the Moral Panic, Every moral panic throughout the years has had a scapegoat, and this time, it's technological distraction. It's dangerous to believe in scientifically unsupported theories, which leads to learned helplessness. The evidence is scant, and the story is much more nuanced. 00:41:33 - Why We Need to Become Indistractable, Nir Eyal talks about how constant interruptions from Facebook and the news distract us and how hacking back our phones and offices can help us become indistractable. 00:42:14 - How Distractions Come from Colleagues, Eyal discusses how distractions from colleagues in open-office plans can impede work progress and how a simple explicit message can help. 00:43:10 - The Role of Pre-Commitments, Eyal explains how pre-commitments can help prevent distraction and promote personal integrity. 00:48:29 - The Antidote to Impulsiveness, Eyal emphasizes that the antidote to impulsiveness is forethought and how we should use our ability to see into the future to plan ahead. 00:50:08 - 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: Indistractable, by Nir Eyal Hooked, by Nir Eyal Influence is Your Superpower, by Zoe Chance What Your Customer Wants and Can't Tell You, by Melina Palmer What Your Employees Need and Can't Tell You, by Melina Palmer Connect with Nir:  Nirandfar.com Nir on Twitter Nir on LinkedIn Top Recommended Next Episode: Influence is Your Superpower, by Zoe Chance Already Heard That One? Try These:  Availability (ep 15) Habits (ep 256) The Power of Habit (ep 22) How to Set, Achieve & Exceed Brainy Goals (ep 70) Tips To Overcome Imposter Syndrome (ep 13) How to Get (and Stay) Motivated (ep 67) Resolutions and Keeping Commitments (ep 29) Sense of Hearing (ep 27) How To Organize Your Brain with Behavioral Economics (ep 83) Bikeshedding (ep 99) Planning Fallacy (ep 114) Temptation Bundling (ep 250) Other Important Links:  Brainy Bites - Melina's LinkedIn Newsletter 3 Ways You Can Limit Everyday Distractions How This Year's Nobel Prize Winning Research in Economics Can Help Your Business

Have you ever wondered why some people seem to have a magical way with words, effortlessly connecting with others, inspiring change, being able to share ideas in a way that seems to bypass defenses, be wildly persuasive and lead to action and impact? What IS it that lets them do it? In today's fund and surprising conversation with Jonah Berger, we delve into the fascinating world of language, persuasion, and ethics, and reveal the secrets to harnessing the power of what my guest calls “magic words” in your everyday life.Jonah is a world-renowned expert on natural language processing, change, word of mouth, influence, consumer behavior, and why things catch on. His latest book, Magic Words: What to Say to Get Your Way, provides a powerful toolkit and actionable techniques around the science of language and how you can use it to change minds, engage audiences, and drive action.In today's conversation, we explore the incredible ways in which language can impact our lives, relationships, and influence, including:The concept of "linguistic chameleons" and how adjusting your language can create stronger connections with others.The power of emotional language to hold attention, evoke curiosity and inspire action.How sharing vulnerabilities and failures can foster a sense of camaraderie, empowering others to persist in their endeavors.The importance of understanding similarities and differences in language, and the potential to drive creativity and cultural shifts.You can find Jonah at: Website | TwitterIf you LOVED this episode you'll also love the conversations we had with Zoe Chance about ethical persuasion.Check out our offerings & partners: My New Book SparkedMy New Podcast SPARKED. To submit your “moment & question” for consideration to be on the show go to sparketype.com/submit. Visit Our Sponsor Page For Great Resources & Discount Codes Hosted on Acast. See acast.com/privacy for more information.

In today's conversation, I am joined by Amy Gallo. Amy is an expert in conflict, communication, and workplace dynamics. She combines the latest management research with practical advice to deliver evidence-based ideas on how to improve relationships and excel at work. She has written two books: The HBR Guide to Dealing with Conflict, and her newest which we are discussing today: Getting Along: How to Work with Anyone (Even Difficult People). In her role as a contributing editor at Harvard Business Review, Amy writes about interpersonal dynamics, communicating ideas, leading and influencing people, and building your career. She has contributed to numerous books on feedback, emotional intelligence, and managing others, and is the co-author of the HBR Guide to Building Your Business Case. She is also a co-host of HBR's Women at Work podcast, which is in its eighth season. She has contributed to other books and has taught at both Brown University and UPenn, and is an all-around wonderful person I'm so delighted to have met. It's kind of a fun and serendipitous story as to how Amy ended up on the show today. Listen in to hear all about it! Show Notes: [00:45] In today's conversation, I am joined by Amy Gallo. Amy is an expert in conflict, communication, and workplace dynamics. [01:59] It's kind of a fun and serendipitous story as to how Amy ended up on the show today. [04:21] SXSW is a massive event over 10 days with a film festival, music festival, food festival, comedy festival, and a conference focused on innovation and technology. Amy and I are both speaking at it this year (my talk is on the same day this episode comes out!) [06:40] Amy shares herself, her background, and the work she does. She wears many hats. [08:02] She didn't think she would become an editor (or be at Harvard Business Review), but she always gravitated to writing.  [10:08] The HBR Women at Work podcast is still one of her favorite projects that she works on. Her work for HBR started small.  [11:41] She loved writing, but never thought she would do anything with it as a career.  [14:12] Writing the HBR Management Tip of the Day is what led to her writing the book, because she could see there was so much work being put out there by people in different fields. She let that inform the advice she was giving.  [16:07] Knowing a little bit about a lot of things and a lot about a few things is a good balance to being able to make interesting connections. [17:35] Getting Along is about navigating the messiness of human interaction and recognizing that we are not all our best selves all the time, especially at work, and that we need the skills to be able to make the most of these very important relationships.  [19:30] We have all had a difficult person at work that we don't get along with.  [20:33] Amy shares the emails with “Brad” that she talks about in her book.  [23:19] Our brains are so wired to scan for threats that we are so focused on negative things (negativity bias).  [25:26] Any time you have a tricky interaction with someone you can't force the person to see it the way you see it.  [26:12] When we are interacting with others and we find ourselves triggered or upset, there are many ways to view that situation. You have to own your interpretation as your perspective.  [27:50] Your interpretation of what is appropriate behavior at work is not going to be the same as everyone else's.  [30:49] There were two main things she wanted to do with this book. First, she wanted to give specific evidence-based advice for the situation they were dealing with.  [32:46] The archetypes are really meant to give people a way into the specific advice that they need. They are meant to get the tactics from research that are supposed to work for this type of behavior.  [33:22] The second thing she wanted to do with the book was to talk about how identity plays a role both in how we interpret difficult behavior and also in terms of the tactics that we can use and are effective for someone who shares the identity that we have.  [35:55] Change is possible. If we really take a close look at what is happening and what could be motivating that behavior, and work on ourselves…then change is possible. It is worth continuing to try to change.  [37:58] Amy shares the eight archetypes: the insecure boss, the pessimist, the victim, the passive-aggressive peer, the know it all, the biased co-worker, the tormentor, and the political operator.  [40:16] Pessimism is contagious in the same way optimism is.   [42:32] Pessimists often don't think they have agency, so giving them agency can really help. You can also give them a formal role to play as the devil's advocate then it is treating it as a benefit to the team. [44:47] We can all find times when can relate to (and likely when we have been) many of the archetypes.  [47:02] There is a good chance you are one or more of the archetypes because we all are.  [48:06] Having more people as part of your “us” can make a big difference.  [49:41] Amy shares her top episode recommendations for the HBR Women At Work podcast.   [51:31] Melina's closing thoughts [52:54] It is important to look at yourself before you look to change someone else. Amy gives tips for seeing how you are contributing to every difficult relationship, and to know that it starts with changing yourself. [54:08] There is always room to change, both for yourself and those you work with, and Getting Along is a great way to better understand what you have been doing yourself in life and work, and have a better experience with everyone tomorrow. 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: Getting Along, by Amy Gallo HBR Guide to Dealing with Conflict, by Amy Gallo A More Just Future, Dolly Chugh Influence is Your Superpower, by Zoe Chance Both/And Thinking, by Wendy Smith and Marianne Lewis Connect with Amy:  Amy's Newsletter Amy on Twitter Amy on LinkedIn Top Recommended Next Episode: Fundamental Attribution Error (ep 268) Already Heard That One? Try These:  Confirmation Bias (ep 102) A More Just Future, with Dr. Dolly Chugh (ep 247) How to Have Difficult Conversations About Race, with Kwame Christian (ep 221) Tomas Chamorro-Premuzic (ep 267) Focusing Illusion (ep 89) Both/And Thinking with Dr. Wendy Smith (ep 261) Get Your D.O.S.E. of Brain Chemicals (ep 123) Negativity Bias (ep 223) Herding (ep 19)  Influence Is Your Superpower with Yale's Dr. Zoe Chance (ep 189) Other Important Links:  Brainy Bites - Melina's LinkedIn Newsletter Women at Work Podcast Sisterhood is Scarce Sisterhood is Trust Getting Along with a Passive-Aggressive Gossip Getting Along with a Political Operator Getting Along with a Biased Tormentor Getting Along with an Insecure, Know-It-All Pessimist Amy's Website

Step into the New Year with a new perspective on influence. Getting what you want and deserve doesn't have to be a negative thing. Zoe Chance is an expert in influence and is an Assistant Professor at Yale. She joined us to share her secrets to positive influence and happiness. She talks about the power of ‘no', charisma, and my favorite, the Kindly Brontosaurus technique. Take a look at the original show notes here. Find the full show notes at https://www.stackingbenjamins.com/zoe-chance-1295. Deeper dives with curated links, topics, and discussions are in our newsletter, The 201, available at https://www.StackingBenjamins.com/201 Enjoy! Learn more about your ad choices. Visit podcastchoices.com/adchoices

We're back with another round-up episode, but this time we're focused on career advice! From job searches to leadership to awkward conversations with co-workers, we covered it all this year. And what a year it's been with work trends ranging from quiet quitting to returning to the office to job hopping. Here are soundbites from our favorite career episodes of 2022. Weekly Newsletter Sign-Up: http://bit.ly/37hqtQW Follow Career Contessa: http://bit.ly/2TMH2QP  Critique Crash Course: https://bit.ly/3HlC9ax Melissa Nightingale: https://bit.ly/3Uw9m5W Wanda McKenny: https://bit.ly/3F0VhYg Lise Vesterlund: https://bit.ly/3FyNWRw Reshma Saujani: https://bit.ly/3Y0aLEJ Jeremy Schifeling: https://bit.ly/3gZpxes Dr. Zoe Chance: https://bit.ly/3UANPcf   Episode Perks: Are you considering a career in tech? Check out Sabio, a female owned and operated coding boot camp and developer community that will set you up for success in tech. URL: sabio.la/contessa   Looking to add a new skill on your resume? Learn a new language with Babbel. Purchase a 3 month Babbel subscription and get an additional 3 months for FREE. That's 6 months for the price of 3. Go toBabbel.com and use code CONTESSA to get started.   With Zocdoc, you can find the right doctor for you, in your network and in your neighborhood. One that makes you feel like you're in good hands, you're supported, and you're heard. URL: zocdoc.com/contessa     Produced by Dear Media.

Have you ever realized how often you think without really thinking? Jessica is an award-winning author and science writer known for expertly blending rigorous science with compassionate humanity. With degrees in physics from Harvard and poetry from the University of Wisconsin, Jessica is deeply engaged with connecting across differences to expand and heal the human experience, and her debut book, The End Of Bias: A Beginning, is the culmination of fifteen years of reporting and writing on bias and discrimination and how to solve it. The book, which offers readers hope and direction on how to change their biased behavior, was named a Best Book of the Year by the World Economic Forum, Greater Good, AARP, and INC, and in our conversation today, we dive deeper into some of the fascinating ideas and research presented in her book. Jessica and I go back in time, and she walks me through some key moments in her life and career that led to her research into these hidden scripts and preferences, what they are, where they come from, how they affect us and offers ideas on how we can realistically examine and change the way we think about and treat others to create more meaningful and compassionate connections with the people around us. You can find Jessica at: Website | InstagramIf you LOVED this episode you'll also love the conversations we had with Zoe Chance about how social dynamics and language influence our decisions.Check out our offerings & partners: My New Book SparkedMy New Podcast SPARKEDVisit Our Sponsor Page For Great Resources & Discount CodesPeloton: Get up to $200 off accessories like cycling shoes, heart rate monitors, and more when you purchase a Peloton Bike, Bike+ or Tread and up to $100 off accessories with the purchase of a Peloton Guide to take your workout to the next level. Get this offer before it ends on December 25th. Visit onepeloton.com All Access Membership separate. Offer ends December 25. Cannot be combined with other offers. See additional terms at onepeloton.com. Hosted on Acast. See acast.com/privacy for more information.

Is it even possible to have a genuinely open conversation that holds the potential to persuade someone to your point of view anymore? Or have we entered a “post-persuasion” state? And, if so, is there a way to change that?How to move people back into conversation, and set the table for openness and, maybe even persuasion to a different set of ideas, beliefs and actions? Our guest today, Anand Giridharadas, has been studying this very question for years. In our conversation today, Anand and I dive deeper into the politics of persuasion, dissect the underlying drivers behind division, identity politics, social reinforcement, and explore a number of specific ideas and strategies designed to help us all get back to a place of more empathy and understanding. You can find Anand at: Website | InstagramIf you LOVED this episode you'll also love the conversations we had with Zoe Chance about personal social dynamics and the art of persuasion.Check out our offerings & partners: My New Book SparkedMy New Podcast SPARKEDVisit Our Sponsor Page For a Complete List of Vanity URLs & Discount Codes.Skylight Calendar: Skylight Calendar is a touchscreen digital wall calendar that displays your family's important events. Now, as a special offer, you can get $10 off your purchase of a Skylight Calendar when you go SkylightCal.com and enter code GOOD Hosted on Acast. See acast.com/privacy for more information.

Did you ever wish you could be that person who captivated a room, a gathering, an audience, a date with a story that cast a spell, moved them deeply, then left you both more connected and alive? Transformed even? Yeah, you're not alone. We all live lives filled with stories worth telling, but so often we don't realize it. And few of us know “how” to tell those stories in a way that brings others in close, then leaves them changed. Most just think it's a God-given ability. But, what if it wasn't? What if it was a skill anyone - including you - could learn? Would you want that? My guest today, Catherine Burns, believes it is. And, if there's anyone I'd believe, it's her. Catherine is the long-time Artistic Director at The Moth, the global phenomenon dedicated to the art and craft of storytelling. In our conversation today, you'll hear us dive into many of the ideas, tips, and strategies from her newest book, How to Tell a Story: The Essential Guide to Memorable Storytelling from The Moth, which she co-wrote with fellow The Moth directors, Meg Bowles and Jenifer Hixson. If you've ever wondered why we care so much about stories in the first place or what elements make for a good story, you're in for a treat in this episode because Catherine and I dive deeper into the art of storytelling and what it takes for anyone, and we mean anyone, to craft a story worth listening to. You can find Catherine at: Website | The Moth Instagram | TwitterIf you LOVED this episode you'll also love the conversations we had with Zoe Chance about language, stories, and influence.Check out our offerings & partners: My New Book SparkedMy New Podcast SPARKEDVisit Our Sponsor Page For a Complete List of Vanity URLs & Discount Codes.IKEA: Find affordable furniture and home goods at IKEA! Discover furnishings and inspiration to create a better life at home. And now sign up for IKEA Family for free and save 5% in-store on eligible purchases. Every visit. Every day! Explore even more new benefits at IKEA-USA.com/Family. Offer valid starting 9/1/2022. Limited to qualifying purchases, exclusions apply. Not valid on services. Discount applied in-store only, before tax, shipping, and handling. Cannot be combined with coupons. Visit IKEA-USA.com/Family for more details.Amazon: Earth's biggest selection of books, electronics, apparel & more at low prices. Get a head start on your holiday shopping this season, and shop legendary deals at Amazon. Hosted on Acast. See acast.com/privacy for more information.

In this episode, Sharon talks with Zoe Chance, author of Influence is Your Superpower and Yale professor (who teaches the most popular course at the university: Mastering Influence and Persuasion). Zoe argues that the goal of mastering the path of influence is personal development and becoming someone people want to say yes to. An effective influencer respects the freedom, autonomy, and humanity of others. The goal of influencing the behavior of others takes a more nuanced approach than simply giving people information; increasing awareness is not enough to change minds. Sharon and Zoe use the example of voting, and the ways in which we can have an effective influence on increasing voter turnout. See acast.com/privacy for privacy and opt-out information.

In today's episode, we cover influence with Zoe Chance. Zoe is a teacher, writer, researcher, climate philanthropist, earned her doctorate from Harvard, teaches Mastering Influence and Persuasion, the most popular class at the Yale School of Management, and is the author of Influence is Your Superpower: The Science of Winning Hearts, Sparking Change, and Making Good Things Happen.Influencing the people around you is a superpower, but how do you develop that ability through your charisma, what common mistakes are you making that kill your charisma, and what is the most important skill you need to influence people?  What to Listen ForIntroduction – 0:00Why is your ability to influence others a superpower?What are the three paradoxes of charisma?Anti-charismatic statements – 15:15 What are diminishing statements, why do so many of us use them, and how do they kill your charisma?Charming vs Manipulating – 23:14 How can you tell the difference between people using strategies and tactics to build genuine connections and using them to manipulate others to get what they want?How do you say no if you're a people pleaser and what can you do to get comfortable with saying no?What does it mean to reframe something? – 32:30What is reframing and why is it a powerful tool in communication?What is the worst way to try and get someone to see your point of view?The levels of listening – 47:30What are the 5 levels of listening, and which level is the most important if you're trying to connect with someone?You have the ability to influence others, and that is a superpower. It's time to start using your power for good. When you become aware of diminishing statements and how they kill your charisma, you can start reframing your communication in order to build genuine connections with the people around you. With practice, this will become second nature, and you'll be able to use your newfound superpower for good in all areas of your life.A Word From Our SponsorsDo you LOVE the toolbox episodes? Did you know that every week we give a LIVE mini-toolbox lesson inside our Private Facebook Group? Best of all it is FREE to join. Join today and get access to all of our live training and level up your communication, leadership, influence and persuasion skills. With 14,000 members it's a great place to network, learn and overcome any obstacle that's in your way.Did you know that you can get the whole Art of Charm catalog when you subscribe to Stitcher Premium using our link? That's 15 years of podcasts featuring expert guests and toolbox episodes! Sign up today and use Code “CHARM” to get a free month!Running out of things to say in conversation… and still struggling to get people interested in you? That's an uncomfortable position to be in. Don't want to risk getting tongue-tied and screwing things up the next time you meet someone? Check out Conversation Magic now to make sure you don't crash and burn. With our bulletproof formula, you'll be flirting up a storm, sparking fun and engaging conversations, and making high-value friends anywhere!Resources from this EpisodeInfluence Is Your Superpower: The Science of Winning Hearts, Sparking Change, and Making Good Things Happen By Zoe ChanceZoe Chance's websiteGive and Take: Why Helping Others Drives Our Success by Adam Grant Check in with AJ and Johnny!AJ on InstagramJohnny on InstagramThe Art of Charm on InstagramThe Art of Charm on YouTube

Your freezer has an ice maker and your ice maker - believe it or not - has a heater. This episode begins with an explanation of why your ice maker has a heater in the first place and how it is costing you more money than you might imagine.https://lifehacker.com/save-some-energy-and-money-by-turning-off-your-ice-ma-5792410 Do you ever wish people would listen to you and take your ideas more seriously? Well, if you want to have more influence over the people in your life, you need to listen to Zoe Chance. She is writer teacher and researcher who teaches the most popular course at the Yale School of Management called “Mastering Influence and Persuasion “and she is author of the book Influence is Your Superpower: The Science of Winning Hearts, Sparking Change, and Making Good Things Happen (https://amzn.to/3jhWIas). What she has to say will make you much more influential.  Every person goes through grief when a friend or family member dies. While people may not like to talk about grief, the topic is actually quite interesting, and we can all learn some important things from grief and the grieving process. Listen as I am joined by Mary Frances O'Connor is an associate professor of psychology at the University of Arizona, where she directs the Grief, Loss and Social Stress (GLASS) Lab, and author of the book The Grieving Brain: The Surprising Science of How We Learn from Love and Loss (https://amzn.to/3NV3wc9). She has some wonderful insight into a topic many of us would like to ignore - but shouldn't. What the difference between a good restaurant and a great one? I found this article I saved (I think from the New York Times) and I'll tell you the things a great restaurant and the staff do to make it great - and what they will never do, that also makes it great. PLEASE SUPPORT OUR SPONSORS! We really like The Jordan Harbinger Show! Check out https://jordanharbinger.com/start OR search for it on Apple Podcasts, Spotify or wherever you listen!  Go to https://Shopify.com/sysk, ALL LOWERCASE, for a FREE fourteen-day trial and get full access to Shopify's entire suite of features! Truebill is the smartest way to manage your finances. The average person saves $720 per year with Truebill. Get started today at https://Truebill.com/SYSK! With Avast One, https://avast.com you can confidently take control of your online world without worrying about viruses, phishing attacks, ransomware, hacking attempts, & other cybercrimes! Put down your phone when you drive! . Remember U Drive. U Text. U Pay. Brought to you by NHTSA.   Use SheetzGo on the Sheetz app! Just open the app, scan your snacks, tap your payment method and go!  https://www.geico.com Bundle your policies and save! It's Geico easy! Learn more about your ad choices. Visit megaphone.fm/adchoices