When people look at us, what are they seeing? Most of us don’t realize what signals we’re sending, or how, and on what, people are judging us. Neffinger and Kohut, communications strategists and presentation coaches who met writing speeches and editing articles for Harvard faculty, posit that initial character judgments are based on two traits: strength and warmth. As they write, “We live most fully when we cultivate both in our lives, when we balance a high degree of individual capability with an unflagging regard for the needs and interests of others.” Strength is the Ayn Randian show of will and power, and warmth is the Beatles-esque emanation of love and charm. The trick is in figuring out when to project which, and in what balance. The authors address the elements that affect how we make judgments, including gender, age, race, sexual orientation, posture and body language, style, leadership qualities, and workplace behavior. While their points are arguably true, the meandering, storytelling tone (it’s notable that there’s an epilogue, rather than a conclusion) doesn’t do their theory any favors. They’ve stretched an article’s worth of material over a full book. Agent: Melissa Flashman, Trident Media. (Aug.)
How People Judge You-And How To Come Out Looking Good
You will never look at people the same way again-including yourself-after this lively look at how we make character judgments.
Drawing on cutting-edge social science research as well as their own work with Fortune 500 executives, members of Congress, and Nobel Prize winners, authors Matt Kohut and John Neffinger demystify the process we use to size each other up. It turns out that we judge each other primarily on two critical criteria: strength and warmth. The authors explain the inner workings of each, the tension that makes it so hard to project both at once, and the successful strategies that the most admired among us use to win respect and affection.
Offering practical advice for a range of common and challenging situations, Compelling People shows you not just how people already see you, but how to make sure your best qualities shine through.
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Compelling People: The Hidden Qualities That Make Us Influential
How People Judge You-And How To Come Out Looking Good
You will never look at people the same way again-including yourself-after this lively look at how we make character judgments.
Drawing on cutting-edge social science research as well as their own work with Fortune 500 executives, members of Congress, and Nobel Prize winners, authors Matt Kohut and John Neffinger demystify the process we use to size each other up. It turns out that we judge each other primarily on two critical criteria: strength and warmth. The authors explain the inner workings of each, the tension that makes it so hard to project both at once, and the successful strategies that the most admired among us use to win respect and affection.
Offering practical advice for a range of common and challenging situations, Compelling People shows you not just how people already see you, but how to make sure your best qualities shine through.
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Compelling People: The Hidden Qualities That Make Us Influential
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Product Details
BN ID: | 2940169699043 |
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Publisher: | Ascent Audio |
Publication date: | 08/15/2013 |
Edition description: | Unabridged |
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