3 ms·
Ask HN: What are the recommended books on Social Influence?
- bkohlmann 9y ago“Influence” and “Pre-suasion” by Robert Cialdini
- w4tson 9y ago+1 for this. I came across it while reading Farnam Street blog. The book really helped me level up at work
- afarrell 9y agoI assume if you're asking, you've likely already read "How to Win Friends and Influence People". If not, do so. One of the themes in it is how listening is a skill and applying it is one of the most powerful ways to influence people because it conveys to people, "I have an understanding of your concerns. When I advocate a course of action, I've done the work to take these concerns into account and evaluate trade-offs with them. You can trust me on this." Books which also discuss the skill of listening include: * Difficult Conversations, by the Harvard Negotiation Project * Thanks for the Feedback, by the Harvard Negotiation Project * and a bit of Decisive, by Chip & Dan Heath Though the other things it says about decision-making processes are likely more useful, since persuasion involves influencing decision-making Lastly, because both listening and persuasion both kinda depend on forming a good Theory of Mind, I'll recommend Thinking Fast and Slow. It is a bit farther-removed from your question, but also very generally useful.