Download e-book for iPad: Compelling People: The Hidden Qualities That Make Us by John Neffinger

By John Neffinger

ISBN-10: 1594631018

ISBN-13: 9781594631016

How humans pass judgement on You—And the best way to pop out having a look Good

Required examining at Harvard enterprise School

all people desires to know the way to be extra influential. yet so much folks don’t rather imagine we will be able to have the type of magnetism or air of secrecy that we go along with a person like invoice Clinton or Oprah Winfrey except it comes clearly.  

Now, in Compelling People, that's already being taught at Harvard and Columbia enterprise faculties, John Neffinger and Matthew Kohut exhibit that this isn’t whatever we need to be born with—it’s anything we will be able to examine. increasing at the topics of their co-authored Harvard enterprise Review disguise tale “Connect, Then Lead,” they hint the trail to persuade via a stability of energy (the root of appreciate) and heat (the root of affection). every one turns out uncomplicated, yet just a couple of people work out the difficult job of projecting either immediately. the power to grasp this dynamic is so infrequent that we rejoice and raise these those that have controlled to do it. 

Drawing on state of the art social technological know-how study in addition to their very own paintings with Fortune 500 executives, participants of Congress, TED audio system, and Nobel Prize winners, Neffinger and Kohut reveal:

  • the typical thread connecting Machiavelli and Martin Luther King
  • the key procedure in the back of the good fortune of invoice Clinton, Ann Richards and Denzel Washington—one for you to use today
  • How appears impact our profession prospects
  • the only top method for buying somebody to accept as true with you

Compelling People explains how we dimension one another up—and how we will be able to learn how to win the admiration, admire, and affection we hope.

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Extra resources for Compelling People: The Hidden Qualities That Make Us Influential

Sample text

As quick and superficial as this initial glimpse is, these attributes already convey the silhouette of a strength and warmth profile. Your gender, ethnicity, and looks are the hand you are dealt. Whatever that may be, you can play that hand well so others recognize the great qualities of your character. To start, though, it helps to understand what you are working with. We humans have evolved a whole lot of neural circuitry for making split-second judgments based on basic physical factors. These rapid-fire calculations happen automatically, below our conscious awareness, with very little effort.

Will If having ability means you have the tools to make things happen, will is the strength of character it takes to act. Will manifests itself as a commitment to move forward, even (or especially) in the face of obstacles and resistance. We talk about this quality all the time, calling it determination, grit, motivation, ambition, perseverance, or resilience. Gandhi may have put it best: “Strength does not come from physical capacity. ” While we say both ability and will grant us strength, we salute Gandhi’s sentiment nonetheless.

It is all about connecting with lots of people, and that demands a level of social confidence introverts usually lack. Openness, meaning openness to new ideas and things, also has elements of both: Knowledge is power, so the jingle goes, and openness also promotes empathy. But these personality factors do not explain whom we like or respect. We find some extroverts wonderful and others aggravating. We like some introverts and cannot be bothered with others. And while many neurotic people stress us out, Woody Allen and Jerry Seinfeld have found fame and fortune entertaining us.

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Compelling People: The Hidden Qualities That Make Us Influential by John Neffinger

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