The next book in my “Book Notes” series is Never Split the Difference by Chris Voss. A Wall Street Journal Best Seller, the book claims that life is a series of negotiations. With over two decades in the FBI, Voss, now a consultant, became the FBI’s lead negotiator in international kidnappings. As before, I am… Continue reading Book Notes: “Never Split the Difference” – Chapters 1-2
Category: Book Notes
Book Notes: “Influence” – Chapter 7
Chapter 7 – Scarcity: The Rule of the Few The scarcity principle is the idea “that opportunities seem more valuable when their availability is limited.” This principle can take hold even when it merely seems like there are no more products in stock. Cialdini gives an example where an employee tells a shopper that the… Continue reading Book Notes: “Influence” – Chapter 7
Book Notes: “Influence” – Chapters 5-6
Chapter 5 – Liking: The Friendly Thief Cialdini opens the chapter stating, “we most prefer to say yes to the requests of someone we know and like.” He says there are several factors that increase likeability. First, as superficial as it might seem, physical attractiveness can be advantageous when trying to influence. Cialdini says that… Continue reading Book Notes: “Influence” – Chapters 5-6
Book Notes: “Influence” – Chapter 4
Chapter 4 – Social Proof: Truths Are Us Cialdini begins the chapter talking about “canned laughter” that show business uses in its productions. He shares that even though the audience knows the laughter is not genuine, it makes the audience laugh more and find the material funnier. He attributes this to the “social proof” principle… Continue reading Book Notes: “Influence” – Chapter 4
Book Notes: “Influence” – Chapter 3
Chapter 3 – Commitment and Consistency: Hobgoblins of the Mind This chapter’s principle of influence “is, quite simply, our nearly obsessive desire to be (and to appear) consistent with what we have already done.” Staying consistent is valued in our society and is often associated with “personal and intellectual strength.” Cialdini explains how he experienced… Continue reading Book Notes: “Influence” – Chapter 3
Book Notes: “Influence” – Chapters 1-2
The next book in my “Book Notes” series is Influence by Robert Cialdini. The national bestseller claims to explain Cialdini’s “Universal Principles of Influence” and how to use them ethically in business. I am using the 2009 edition of the book. As before, I am sharing some of the main points as I make my… Continue reading Book Notes: “Influence” – Chapters 1-2
Book Notes: “To Sell Is Human” – Chapters 7-9
Chapter 7 – Pitch Pink begins the chapter by defining pitch as: “the ability to distill one’s point to its persuasive essence.” He says that when Hollywood creatives pitch stories to producers, the most successful pitches come off as creative and draw the producers in to participate in a conversation. In a world of information… Continue reading Book Notes: “To Sell Is Human” – Chapters 7-9
Book Notes: “To Sell Is Human” – Chapters 4-6
Chapter 4 – Attunement Instead of “always-be-closing,” Pink believes the new ABC’s of sales are attunement, buoyance, and clarity. He says the three aspects of attunement are, “perspective-taking,” empathy, and mimicking strategically. Because power can sometimes create blind spots, assuming a lower position of power, Pink’s “perspective-taking,” allows a salesperson to better gain a prospect’s… Continue reading Book Notes: “To Sell Is Human” – Chapters 4-6
Book Notes: “To Sell Is Human” – Chapters 1-3
The next book in my “Book Notes” series is To Sell is Human by Daniel Pink. A #1 New York Times business bestseller, the book asserts that it will “change how you see the world and transform what you do at work, at school, and at home.” As before, I am sharing some of the… Continue reading Book Notes: “To Sell Is Human” – Chapters 1-3
Book Notes: “Atomic Habits” – Chapters 18-20
Chapter 18 – The Truth About Talent (When Genes Matter and When They Don’t) Chapter 18 begins with a few premises that are generally accepted, though perhaps followed less than we might think. First, Clear underscores the idea that it is optimal to choose areas in life where you are interested and naturally gifted. He… Continue reading Book Notes: “Atomic Habits” – Chapters 18-20
Andrew T. Daniel 