Convinced : how to prove your competence and win people over / Jack Nasher.

Format:

Book

Author/Creator:

Nasher, Jack.

Language:

English

Subjects (All):

Self-presentation.

Success.

Body language.

Interpersonal relations.

Physical Description:

1 online resource (273 pages)

Place of Publication:

Oakland : Berrett-Koehler Publishers, Incorporated, 2018.

Summary:

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. : 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. : 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. : 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 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.

Contents:

Cover

Half Title

Title

Copyright

Dedication

Contents

Introduction

CHAPTER 1 The Perception of Brilliance: Actual versus Perceived Competence

The Experiment

The Assessment Problem

Just World Principle

True Competence?

A Question of Technique

Conclusion

CHAPTER 2 The Anticipation Effect: Managing Expectations to Show Your Expertise

The Richest Man in the World

From Modesty to Boasting

Modesty Is . . . ?

CHAPTER 3 Good News, Bad News: Using the Power of Association

The Power of Association

Delivering Good News

Bearing Bad News

The Primacy Effect

CHAPTER 4 The Competence Formula: Framing Your Competence

The Amazing Fitzjames

Tough and Unlucky

Effortless Superiority

CHAPTER 5 Verbal Communication: How to Speak like an Expert

As Seen on TV

Pronunciation

Standard English

Effective Speech

Power Talking

Unnecessary Complications (Skip This Section!)

CHAPTER 6 Nonverbal Communication: How to Move like an Expert

The Effects of Nonverbal Communication

Near and Far

Stand Properly, Sit Properly

Eye Contact

Smile Please?

Body Contact

Height

Enthusiasm

CHAPTER 7 Beautiful and Popular: How to Increase Your Popularity and Attractiveness

The Constant Error in Psychological Ratings

Popularity

Attractiveness

CHAPTER 8 Status: The Power of Symbols

Image Consultancy for Consultants

Status and Competence

Habitus

BIRGing: Using Indirect Status

Conclusion: What Now?

Epilogue: Science and the World

Notes

Bibliography

Index

About the Author.

Notes:

Description based on publisher supplied metadata and other sources.

ISBN:

1-5230-9560-1

OCLC:

1056903483