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02393aam a2200289 i 4500 001 FC6C905C6D2B11ECA6DC3EBB4FECA4DB 003 SILO 005 20220104010016 008 210401t20212021nyu e b 001 0 eng 010 $a 2021012207 020 $a 1324005718 020 $a 9781324005711 035 $a (OCoLC)1233266593 040 $a DLC $b eng $e rda $c DLC $d OCLCO $d OCLCF $d UKMGB $d HHO $d YDX $d ILC $d YUS $d TCH $d LE# $d SILO 100 1 $a Bohns, Vanessa K., $e author. 245 10 $a You have more influence than you think : $b how we underestimate our power of persuasion and why it matters / $c Vanessa Bohns. 250 $a First edition. 264 1 $a New York, NY : $b W.W. Norton & Company, $c [2021] 300 $a xv, 235 pages ; $c 24 cm 504 $a Includes bibliographical references and index. 505 0 $a Introduction -- Unseen influence -- Your power of persuasion -- Just because you asked -- Why it's so hard to say "no" -- Misinformation, inappropriate asks, and me too -- Power and perceived influence -- Seeing, feeling, and experiencing your influence over others -- Conclusion. 520 $a "An original investigation of our hidden potential to persuade, and how to wield it wisely. Whether attending a meeting, sharing a post online, or mustering the nerve to ask for a favor, we often assume our actions, input, and requests will be overlooked or rejected. As behavioral psychologist Vanessa K. Bohns reveals, however, people see us, listen to us, and agree to do things for us much more than we realize. In You Have More Influence Than You Think, Bohns draws from original research to illustrate why we fail to recognize the influence we have already, and how that lack of awareness can lead us to miss opportunities or accidentally misuse our power. She offers strategies for observing the effect we have on others, reconsidering our fear of rejection, and even, sometimes, pulling back to use our influence less. You Have More Influence Than You Think is an "enormously empowering" (Robert Cialdini, author of Influence) call to anyone who has ever felt ineffective or invisible to recognize their power and wield it accordingly"-- $c Provided by publisher. 941 $a 3 952 $l FXPH314 $d 20221115010404.0 952 $l JMPC081 $d 20220217011405.0 952 $l TCPG826 $d 20220104010624.0 956 $a http://locator.silo.lib.ia.us/search.cgi?index_0=id&term_0=FC6C905C6D2B11ECA6DC3EBB4FECA4DBInitiate Another SILO Locator Search