Convinced!
How to Prove Your Competence & Win People Over
1st Edition
Published on 13. November 2018
272 pages
978-1-5230-9561-2 (ISBN)
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.
Nasher offers the example of Joshua Bell, possibly the world's most famous violinist. In January 2007, at rush hour, he stepped into a Washington, DC, subway station, dressed like any street busker, and began to play a $4,000,000 Stradivarius. It was part of an experiment staged by a journalist of the Washington Post, who expected Bell's skill alone to attract an immense, awed crowd. But Bell was generally ignored, and when he stopped, nobody applauded. He made $34.17.
The good news is that you don't have to accept obscurity: you can positively affect others' perception of your talent. Whether you're looking for work, giving an important presentation, seeking clients or customers for your business, or vying for a promotion, Nasher explains how to use techniques such as expectation management, verbal and nonverbal communication, the Halo Effect, competence framing, and the power of nonconformity to gain control of how others perceive you.
Competence is the most highly valued professional trait. But it's not enough to be competent, you have to convey your competence. With Nasher's help you can showcase your expertise, receive the recognition you deserve, and achieve lasting success.
Nasher offers the example of Joshua Bell, possibly the world's most famous violinist. In January 2007, at rush hour, he stepped into a Washington, DC, subway station, dressed like any street busker, and began to play a $4,000,000 Stradivarius. It was part of an experiment staged by a journalist of the Washington Post, who expected Bell's skill alone to attract an immense, awed crowd. But Bell was generally ignored, and when he stopped, nobody applauded. He made $34.17.
The good news is that you don't have to accept obscurity: you can positively affect others' perception of your talent. Whether you're looking for work, giving an important presentation, seeking clients or customers for your business, or vying for a promotion, Nasher explains how to use techniques such as expectation management, verbal and nonverbal communication, the Halo Effect, competence framing, and the power of nonconformity to gain control of how others perceive you.
Competence is the most highly valued professional trait. But it's not enough to be competent, you have to convey your competence. With Nasher's help you can showcase your expertise, receive the recognition you deserve, and achieve lasting success.
More details
Person
Jack Nasher is the founder of the NASHER Negotiation Institute and advises corporations on crucial negotiations. He studied and taught at Oxford University and became the youngest full-professor appointee in the history of Munich Business School. He also performs as a mentalist at the world-renown Magic Castle in Hollywood. He is an award-winning researcher, a full member of the Society of Personality and Social Psychology, and a principle practitioner with the Association of Business Psychologists.
Content
CHAPTER 1 PERCEIVED COMPETENCE
The Actual Effect of Success and Failure
The Assessment Problem
A Question of Technique
The Self-Fulfilling Prophecy
CHAPTER 2 GREAT EXPECTATIONS
Setting high expectations and confirming them
How to take away the others' fear
Effects of modesty vs. bragging
Priming yourself
CHAPTER 3 GOOD AND BAD NEWS
How to optimally present good news
How to optimally present bad news
Using the Primacy Effect
CHAPTER 4 COMPETENCE FRAMING
Difficulty level, luck, effort: the perceived factors responsible for a result
Manipulating their perception
No effort - being a natural (apparently)
CHAPTER 5 VERBAL COMMUNICATION
The surprising effects of elocution, volume and speed
The effect of accents and dialects
"Power Talking" vs. "Powerless Speech patterns"
CHAPTER 6 NONVERBAL COMMUNICATION
The ideal distance
Eye contact and (no) smiles
The "competent" stance / sitting position
The Dr. Fox Effect
CHAPTER 7 LIKING AND ATTRACTIVENESS
How to use a generalized Halo Effect
The effect of likeability
3 Scientific tools to ingratiate yourself
The effect of physical attractiveness
The face, the body and what really matters
CHAPTER 8 STATUS
The effect of perceived status
The "Habitus" and universal competence
How to display a high level of education
Using clothing and accessories
The effect of being different ("nonconformity")
BIRCing - basking in reflected competence
The Actual Effect of Success and Failure
The Assessment Problem
A Question of Technique
The Self-Fulfilling Prophecy
CHAPTER 2 GREAT EXPECTATIONS
Setting high expectations and confirming them
How to take away the others' fear
Effects of modesty vs. bragging
Priming yourself
CHAPTER 3 GOOD AND BAD NEWS
How to optimally present good news
How to optimally present bad news
Using the Primacy Effect
CHAPTER 4 COMPETENCE FRAMING
Difficulty level, luck, effort: the perceived factors responsible for a result
Manipulating their perception
No effort - being a natural (apparently)
CHAPTER 5 VERBAL COMMUNICATION
The surprising effects of elocution, volume and speed
The effect of accents and dialects
"Power Talking" vs. "Powerless Speech patterns"
CHAPTER 6 NONVERBAL COMMUNICATION
The ideal distance
Eye contact and (no) smiles
The "competent" stance / sitting position
The Dr. Fox Effect
CHAPTER 7 LIKING AND ATTRACTIVENESS
How to use a generalized Halo Effect
The effect of likeability
3 Scientific tools to ingratiate yourself
The effect of physical attractiveness
The face, the body and what really matters
CHAPTER 8 STATUS
The effect of perceived status
The "Habitus" and universal competence
How to display a high level of education
Using clothing and accessories
The effect of being different ("nonconformity")
BIRCing - basking in reflected competence
