A Model for Successful Influence 2. Characteristics of Influential Agents 3. The Dark Side of Influence 4. Characteristics of Suggestible Targets 5. Influence Tactics-Hard and Soft 6. How to Make the Most of Soft Tactics 7. How Context Shapes Influence 8. Practicing Impression Management 9. Selling and Being Sold10. Delivering Effective Speeches11. Developing Negotiation Skills12. Becoming a Transformational LeaderLectures by Kenneth G. Brown, the University of Iowa.6 audio discs (approximately 6 hr.) : digital ; 4 3/4 in. + 1 course guidebook (iv, 104 pages : illustrations ; 19 cm).

    And like it or not, it’s one of the most important things you do on a daily basis. Successful conversationshelp you advance professionally and make, maintain, and deepen relationships. Moreover, research shows that talking, when done on a substantive level, is correlated with a feeling of happiness and general well-being.Being a great conversationalist requires practice and effort. The good news is it’s a skill set anyone can acquire and refine. In just six lectures, How Conversation Works: 6 Lessons for Better Communication will teach you key strategies that can dramatically improve your ability to converse with anyone, from strangers to supervisors. Delivered by award-winning English professor Anne Curzan of the University of Michigan, this highly practical course focuses on the fundamental principles you need to know to become more conversationally aware and savvy at home, in the workplace, and beyond.You’ll be amazed by how much you can learn by stepping back from conversations and examining how they operate. You’ll notice things you never picked up on before—like what kind of speaker you are, the strategies you typically rely on (often without realizing it), and the subtleties of the strategies others may use when speaking with you. You’ll find yourself putting these lessons into practice to create more effective dialogues from the very first lecture.Choose Your Words WiselyAn expression like “shooting the breeze” makes conversation sound easy and free-flowing, but even low-stakes conversations have an underlying systematic structure that propels them along. This course examines that framework while showing you how the effective selection of words can help you forge connections and accomplish your objectives.Professor Curzan walks you through techniques for negotiating a variety of difficult situations, from proffering successful apologies to engaging in “face-threatening acts”—those uncomfortable moments that have the potential to do damage if your words aren’t chosen carefully.You’ll learn graceful ways of pointing out a mistake; asking someone to do something he or she doesn’t want to do; preparing a person for “no”; asking for a big favor; and providing information the recipient doesn’t want to hear.Conversations can only deepen connections when you pull your weight. In How Conversation Works, you’ll learn this involves knowing how to skillfully open and close an exchange, take turns speaking or “negotiate the conversational floor,” and send people subtle signals.Perhaps most important is sharing the burden to make discussions feel more mutual and enjoyable. These lectures arm you with numerous conversation-facilitating devices such as asking your fair share of questions and follow-up questions, which requires active listening; providing informative (but not overly informative!) answers to other people’s questions; introducing new topics for discussion and picking up on the topics of others; and telling good stories and helping good stories along.Talk Your Way to SuccessWhether you want to build rapport with colleagues, promote your accomplishments in an interview, give a winning presentation, ingratiate yourself with your boss, or even create a connection on a first date, knowing what to say and how to say it allows for more productive, smoother interactions. How Conversation Works helps you get ahead by outlining simple techniques for accomplishing all of this and more.Short vignettes featuring professional actors demonstrate what to do—and what not to do—in a variety of everyday scenarios such as striking up a conversation at a party. In video formats, green-screen technology places the professor in a range of environments as she provides concrete advice for taking an uncomfortable conversation in a new direction, making polite requests, mastering the “humble brag,” limiting your “talk time,” and monitoring your use of distracting discourse markers such as “um” and “you know.”In addition to sharing these out-the-door tips and techniques, Professor Curzan dispels common myths about conversation and presents enlightening research on how the conversational styles of men and women share much in common, despite differences in socialization; how you may be perceived for using direct speech or sentence fillers; how language-style matching quickly creates a sense of compatibility; how parents serve as conversational role models; and how e-communication has surprisingly systematic conventions.A Guide for the Real WorldAs a professor of English and linguistics and member of the American Dialect Society, Professor Curzan offers a refreshing yet scholarly take on the subject of conversation. Using a developmental and skills-based approach that gets right to the heart of the matter, her course provides tangible, actionable methods that can be worked into your conversational repertoire immediately. At first, the newfound awareness you’ll acquire from How Conversation Works may cause you to become self-conscious when you speak, but the act of “conversational noticing” will soon become second nature. Before long, you’ll realize you have the tools to make yourself clearly understood, put others at ease, rescue a conversation that’s gone wrong—and keep conversations from going off course in the first place.

    As presented by Professor Dues, these lectures will show you how to effectively deal with conflicts of all kinds, using the "win-win" model that has dominated the field for the past six decades.You'll gain effective techniques for handling conflicts in your workplace, other organizational settings, or your personal life, whether you're dealing with supervisors, coworkers, acquaintances, close friends, or family members. You'll learn the best ways to analyze conflicts and work through the steps toward resolving them, including clarifying goals, handling difficult emotions, and negotiating agreements. And you'll grasp the fundamental tricks of the trade that experienced negotiators have long used to deal with even the most seemingly intractable moral and cultural conflicts.While drawing on the latest groundbreaking research, Professor Dues has designed these lectures to be as practical as possible. Requiring no background in conflict management, negotiation, or psychology, they offer you not just knowledge, but strategies and tactics you can put to work in your own life right now. Best of all, you'll be able to see those strategies and tactics in action through 70 professionally acted dramatizations that illustrate different conflict situations at home and in the workplace.You don't have a choice about becoming involved in conflict. You do, however, have a choice about learning to manage it successfully by using the invaluable tools these lectures can give you.

    Daniel Goleman's brilliant report from the frontiers of psychology and neuroscience offers startling new insight into our "two minds"—the rational and the emotional—and how they together shape our destiny.Through vivid examples, Goleman delineates the five crucial skills of emotional intelligence, and shows how they determine our success in relationships, work, and even our physical well-being. What emerges is an entirely new way to talk about being smart. The best news is that "emotional literacy" is not fixed early in life. Every parent, every teacher, every business leader, and everyone interested in a more civil society, has a stake in this compelling vision of human possibility.From the Trade Paperback edition.

    What you'll find here is practical magic: unique knowledge, drawn from a variety of sciences, revealing what charisma really is and how it works. You'll get both the insights and the techniques you need to apply this knowledge. The world will become your lab, and every person you meet, a chance to experiment.The Charisma Myth is a mix of fun stories, sound science, and practical tools. Cabane takes a hard scientific approach to a heretofore mystical topic, covering what charisma actually is, how it is learned, what its side effects are, and how to handle them.

    Evidence has shown that creative geniuses are not attached to one identity, but constantly willing to rethink their stances and that leaders who admit they don't know something and seek critical feedback lead more productive and innovative teams.New evidence shows us that as a mindset and a skilllset, rethinking can be taught and Grant explains how to develop the necessary qualities to do it. Section 1 explores why we struggle to think again and how we can learn to do it as individuals, arguing that 'grit' alone can actually be counterproductive. Section 2 discusses how we can help others think again through learning about 'argument literacy'. And the final section 3 looks at how schools, businesses and governments fall short in building cultures that encourage rethinking.In the end, learning to rethink may be the secret skill to give you the edge in a world changing faster than ever.

    Over the past two years, she has transformed almost every aspect of her life. She has quit smoking, run a marathon, and been promoted at work. The patterns inside her brain, neurologists discover, have fundamentally changed.Marketers at Procter & Gamble study videos of people making their beds. They are desperately trying to figure out how to sell a new product called Febreze, on track to be one of the biggest flops in company history. Suddenly, one of them detects a nearly imperceptible pattern—and with a slight shift in advertising, Febreze goes on to earn a billion dollars a year.An untested CEO takes over one of the largest companies in America. His first order of business is attacking a single pattern among his employees—how they approach worker safety—and soon the firm, Alcoa, becomes the top performer in the Dow Jones.What do all these people have in common? They achieved success by focusing on the patterns that shape every aspect of our lives.They succeeded by transforming habits.In The Power of Habit, award-winning New York Times business reporter Charles Duhigg takes us to the thrilling edge of scientific discoveries that explain why habits exist and how they can be changed. With penetrating intelligence and an ability to distill vast amounts of information into engrossing narratives, Duhigg brings to life a whole new understanding of human nature and its potential for transformation.Along the way we learn why some people and companies struggle to change, despite years of trying, while others seem to remake themselves overnight. We visit laboratories where neuroscientists explore how habits work and where, exactly, they reside in our brains. We discover how the right habits were crucial to the success of Olympic swimmer Michael Phelps, Starbucks CEO Howard Schultz, and civil-rights hero Martin Luther King, Jr. We go inside Procter & Gamble, Target superstores, Rick Warren’s Saddleback Church, NFL locker rooms, and the nation’s largest hospitals and see how implementing so-called keystone habits can earn billions and mean the difference between failure and success, life and death.At its core, The Power of Habit contains an exhilarating argument: The key to exercising regularly, losing weight, raising exceptional children, becoming more productive, building revolutionary companies and social movements, and achieving success is understanding how habits work.Habits aren’t destiny. As Charles Duhigg shows, by harnessing this new science, we can transform our businesses, our communities, and our lives.

     The master teacher of positive change through powerful communication, Susan Scott wants her readers to succeed. To do that, she explains, one must transform everyday conversations employing effective ways to get the message across. In this guide, which includes exercises and tools to take you step by step through the Seven Principles of Fierce Conversations, Scott teaches readers how to: * Overcome barriers to meaningful communication * Expand and enrich conversations with colleagues, friends, and family * Increase clarity and improve understanding * Handle strong emotions-on both sides of the table

    System 1 is fast, intuitive, and emotional; System 2 is slower, more deliberative, and more logical. Kahneman exposes the extraordinary capabilities—and also the faults and biases—of fast thinking, and reveals the pervasive influence of intuitive impressions on our thoughts and behavior. The impact of loss aversion and overconfidence on corporate strategies, the difficulties of predicting what will make us happy in the future, the challenges of properly framing risks at work and at home, the profound effect of cognitive biases on everything from playing the stock market to planning the next vacation—each of these can be understood only by knowing how the two systems work together to shape our judgments and decisions.Engaging the reader in a lively conversation about how we think, Kahneman reveals where we can and cannot trust our intuitions and how we can tap into the benefits of slow thinking. He offers practical and enlightening insights into how choices are made in both our business and our personal lives—and how we can use different techniques to guard against the mental glitches that often get us into trouble. Thinking, Fast and Slow will transform the way you think about thinking.

    Never Split the Difference takes you inside his world of high-stakes negotiations, revealing the nine key principles that helped Voss and his colleagues succeed when it mattered the most – when people’s lives were at stake.Rooted in the real-life experiences of an intelligence professional at the top of his game, Never Split the Difference will give you the competitive edge in any discussion.

    So do our politicians.We're not listening.And no one is listening to us.Despite living in a world where technology allows constant digital communication and opportunities to connect, it seems no one is really listening or even knows how. And it’s making us lonelier, more isolated, and less tolerant than ever before. A listener by trade, New York Times contributor Kate Murphy wanted to know how we got here.In this always illuminating and often humorous deep dive, Murphy explains why we’re not listening, what it’s doing to us, and how we can reverse the trend. She makes accessible the psychology, neuroscience, and sociology of listening while also introducing us to some of the best listeners out there (including a CIA agent, focus group moderator, bartender, radio producer, and top furniture salesman). It’s time to stop talking and start listening.

    Central to many spiritual and philosophical traditions and known in English as "meditation," these practices are considered a major means for enhanced awareness and self-mastery. In recent decades, modern science has dramatically confirmed what advanced meditators have long claimed—that meditation, correctly practiced, offers deep and lasting benefits for mental functioning and emotional health, as well as for physical health and well-being.

    CBT illuminates the links between thoughts, emotions, behaviors, and physical health and uses those connections to develop concrete plans for self-improvement. Built on a solid foundation of neurological and behavioral research, CBT is an approach almost anyone can use for promoting greater mental health and improving quality of life. In 24 engaging half-hour lectures, you'll build a robust and effective self-improvement toolkit with the expert guidance of Professor Satterfield of the University of California, San Francisco. You will explore CBT's roots in Socratic and stoic philosophy, build a toolkit of CBT techniques, and hear about the latest research about its outcomes. Additionally this intriguing and practical course allows you to take on the role of medical student, physician, psychologist, and patient. Throughout the course you'll explore issues that cause people to seek out therapy. In some cases you'll get to hear Dr. Satterfield working with a patient, and in others you'll be delving into research to find what causes issues and how CBT helps to resolve them. Everyone has something about their life that they would like to improve. With the tools in CBT and the desire to make your situation better, you can create lasting change in your life.

    Their lives, like all of ours, are filled with a bewildering blizzard of emails, phone calls, yet more emails, meetings, projects, proposals, and plans. Just staying ahead of the storm has become a seemingly insurmountable task.In this book, we travel inside Emily and Paul's brains as they attempt to sort the vast quantities of information they're presented with, figure out how to prioritize it, organize it and act on it. Fortunately for Emily and Paul, they're in good hands: David Rock knows how the brain works-and more specifically, how it works in a work setting. Rock shows how it's possible for Emily and Paul, and thus the reader, not only to survive in today's overwhelming work environment but succeed in it-and still feel energized and accomplished at the end of the day.YOUR BRAIN AT WORK explores issues such as:- why our brains feel so taxed, and how to maximize our mental resources- why it's so hard to focus, and how to better manage distractions- how to maximize your chance of finding insights that can solve seemingly insurmountable problems- how to keep your cool in any situation, so that you can make the best decisions possible- how to collaborate more effectively with others- why providing feedback is so difficult, and how to make it easier- how to be more effective at changing other people's behavior

    He was also producing for the ear. In the audiobook version of Talking to Strangers, you'll hear the voices of people he interviewed--scientists, criminologists, military psychologists. Court transcripts are brought to life with re-enactments. You actually hear the contentious arrest of Sandra Bland by the side of the road in Texas. As Gladwell revisits the deceptions of Bernie Madoff, the trial of Amanda Knox, and the suicide of Sylvia Plath, you hear directly from many of the players in these real-life tragedies. There's even a theme song - Janelle Monae's "Hell You Talmbout."Something is very wrong, Gladwell argues, with the tools and strategies we use to make sense of people we don't know. And because we don't know how to talk to strangers, we are inviting conflict and misunderstanding in ways that have a profound effect on our lives and our world.