Convinced!
Convinced!
How to Prove Your Competence & Win People Over
Edition: 1
Pages: 272
Publication Date: 13 November, 2018
Available in all formats
EPUB
ISBN:
9781523095612
PDF
ISBN:
9781523095605
You don't have access to this content. Please try to log in with your institution. Sign In
Competence does not speak for itself! You can't simply display it; you have to draw people's attention to it. World-renowned negotiation and deception detection expert, business professor, and mentalist Jack Nasher offers effective, proven techniques to convince others that we are talented, trustworthy, and yes, even brilliant.
In 2007 world-famous violinist Joshua Bell performed incognito for 45 minutes in the Washington D.C. subway, playing a Stradivarius. Few stopped to listen; he made $32.17. Jack Nasher opens his book with this story to prove his point: demonstrating competence, even brilliance, isn't enough-you have to sell it. Nasher explores the minutiae of communication and body language to show us how to confidently convince others of our competence in a professional context. A professional mentalist, lawyer, professor, and successful businessman, Nasher is well versed in the inner workings of the human psyche. He draws on fascinating stories, the latest research, and his own experiences to offer a complete guide to putting people at ease and making them realize you really do know what you're doing.
In 2007 world-famous violinist Joshua Bell performed incognito for 45 minutes in the Washington D.C. subway, playing a Stradivarius. Few stopped to listen; he made $32.17. Jack Nasher opens his book with this story to prove his point: demonstrating competence, even brilliance, isn't enough-you have to sell it. Nasher explores the minutiae of communication and body language to show us how to confidently convince others of our competence in a professional context. A professional mentalist, lawyer, professor, and successful businessman, Nasher is well versed in the inner workings of the human psyche. He draws on fascinating stories, the latest research, and his own experiences to offer a complete guide to putting people at ease and making them realize you really do know what you're doing.
Description
Competence does not speak for itself! You can't simply display it; you have to draw people's attention to it. World-renowned negotiation and deception detection expert, business professor, and mentalist Jack Nasher offers effective, proven techniques to convince others that we are talented, trustworthy, and yes, even brilliant.
In 2007 world-famous violinist Joshua Bell performed incognito for 45 minutes in the Washington D.C. subway, playing a Stradivarius. Few stopped to listen; he made $32.17. Jack Nasher opens his book with this story to prove his point: demonstrating competence, even brilliance, isn't enough-you have to sell it. Nasher explores the minutiae of communication and body language to show us how to confidently convince others of our competence in a professional context. A professional mentalist, lawyer, professor, and successful businessman, Nasher is well versed in the inner workings of the human psyche. He draws on fascinating stories, the latest research, and his own experiences to offer a complete guide to putting people at ease and making them realize you really do know what you're doing.
In 2007 world-famous violinist Joshua Bell performed incognito for 45 minutes in the Washington D.C. subway, playing a Stradivarius. Few stopped to listen; he made $32.17. Jack Nasher opens his book with this story to prove his point: demonstrating competence, even brilliance, isn't enough-you have to sell it. Nasher explores the minutiae of communication and body language to show us how to confidently convince others of our competence in a professional context. A professional mentalist, lawyer, professor, and successful businessman, Nasher is well versed in the inner workings of the human psyche. He draws on fascinating stories, the latest research, and his own experiences to offer a complete guide to putting people at ease and making them realize you really do know what you're doing.
Table of contents
- Cover Page
- Praise for Convinced!
- Halftitle Page
- Title Page
- Copyright Page
- Dedication
- Contents
- Introduction
- Chapter 1: The Perception of Brilliance: Actual versus Perceived Competence
- Chapter 2: The Anticipation Effect: Managing Expectations to Show Your Expertise
- Chapter 3: Good News, Bad News: Using the Power of Association
- Chapter 4: The Competence Formula: Framing Your Competence
- Chapter 5: Verbal Communication: How to Speak like an Expert
- Chapter 6: Nonverbal Communication: How to Move like an Expert
- Chapter 7: Beautiful and Popular: How to Increase Your Popularity and Attractiveness
- Chapter 8: Status: The Power of Symbols
- Conclusion: What Now?
- Epilogue: Science and the World
- Notes
- Bibliography
- Index
- About the Author
Review quote
“In an age of information overload and default to algorithms, the ability to assess and convey true expertise is a critical managerial competency. Convinced! will help show you the way.”
-Dominic Barton, Global Managing Partner, McKinsey & Company
“Every second of every day, judgement and assessments of competence are being made. Whatever your role or expertise, “Convinced” provides fascinating and practical insights into steps anyone can take to engender and promote that all important sense of confidence and trust. Compelling, highly entertaining and thoroughly convincing!”
– Matthew Layton, Global Managing Partner, Clifford Chance LLP
“To gain assent from others, it's not enough to possess competence on the topic at hand. It's also necessary to project that competence successfully. With Convinced!, at last there's a book that shows us how. We needed this book.”
-Robert Cialdini, author of Influence and Pre-Suasion
“You may have your foundation degree and experience. You may even have your MBA. But now you need to go to finishing school and read Convinced! An excellent insight into the importance of not just being competent but being perceived to be competent. A compelling read.”
-Andy Palmer, President and CEO, Aston Martin Lagonda Ltd.
“To land a job, enlist investors, close a deal, or lead an initiative, being the best person to play that role isn't enough. What matters most is persuading other people that you're the one they can count on to deliver what they need. Jack Nasher's compelling new book lays out eight practical principles for positively shaping how others judge your competence. I'm convinced of the power of his advice. And you'll be convinced, as well.”
-Michael Wheeler, Harvard Business School professor and author of The Art of Negotiation
“As a river runs to the sea, power flows to those who can persuade. Jack Nasher gives you the tools you need to win others over and keep them moving in the right direction.”
-G. Richard Shell, Wharton professor and coauthor of The Art of Woo
“Perceptions matter. Convinced! identifies the behaviors, networks, and narrative strategies that you can use to shape perceptions and create a competitive edge.”
-Rupert Younger, Director, Oxford University Centre for Corporate Reputation
“Be it in business or diplomacy, convincing people of one's expertise is key to successful negotiations. Radiating that competence also helps leaders gain the legitimacy to lead. Dr. Nasher's book offers scientifically grounded, real-life techniques that should be required reading for public and private sector managers alike.”
-Alexander Vinnikov, Head of the NATO Representation to Ukraine
“At the heart of Professor Nasher's book is a key central thesis: it is no longer enough to be extraordinarily competent. These days, it is necessary for all top managers-and anyone who aspires to be one-to embrace the responsibility for their own personal PR. The author introduces techniques that allow readers to display their expertise in ways that will earn them the recognition they deserve. Convinced! is educational (but never pedantic), engaging, and entertaining. Highly recommended!”
-Georges Kern, CEO, Breitling SA
-Dominic Barton, Global Managing Partner, McKinsey & Company
“Every second of every day, judgement and assessments of competence are being made. Whatever your role or expertise, “Convinced” provides fascinating and practical insights into steps anyone can take to engender and promote that all important sense of confidence and trust. Compelling, highly entertaining and thoroughly convincing!”
– Matthew Layton, Global Managing Partner, Clifford Chance LLP
“To gain assent from others, it's not enough to possess competence on the topic at hand. It's also necessary to project that competence successfully. With Convinced!, at last there's a book that shows us how. We needed this book.”
-Robert Cialdini, author of Influence and Pre-Suasion
“You may have your foundation degree and experience. You may even have your MBA. But now you need to go to finishing school and read Convinced! An excellent insight into the importance of not just being competent but being perceived to be competent. A compelling read.”
-Andy Palmer, President and CEO, Aston Martin Lagonda Ltd.
“To land a job, enlist investors, close a deal, or lead an initiative, being the best person to play that role isn't enough. What matters most is persuading other people that you're the one they can count on to deliver what they need. Jack Nasher's compelling new book lays out eight practical principles for positively shaping how others judge your competence. I'm convinced of the power of his advice. And you'll be convinced, as well.”
-Michael Wheeler, Harvard Business School professor and author of The Art of Negotiation
“As a river runs to the sea, power flows to those who can persuade. Jack Nasher gives you the tools you need to win others over and keep them moving in the right direction.”
-G. Richard Shell, Wharton professor and coauthor of The Art of Woo
“Perceptions matter. Convinced! identifies the behaviors, networks, and narrative strategies that you can use to shape perceptions and create a competitive edge.”
-Rupert Younger, Director, Oxford University Centre for Corporate Reputation
“Be it in business or diplomacy, convincing people of one's expertise is key to successful negotiations. Radiating that competence also helps leaders gain the legitimacy to lead. Dr. Nasher's book offers scientifically grounded, real-life techniques that should be required reading for public and private sector managers alike.”
-Alexander Vinnikov, Head of the NATO Representation to Ukraine
“At the heart of Professor Nasher's book is a key central thesis: it is no longer enough to be extraordinarily competent. These days, it is necessary for all top managers-and anyone who aspires to be one-to embrace the responsibility for their own personal PR. The author introduces techniques that allow readers to display their expertise in ways that will earn them the recognition they deserve. Convinced! is educational (but never pedantic), engaging, and entertaining. Highly recommended!”
-Georges Kern, CEO, Breitling SA
Similar titles
