The Lesson:

Making friends and influencing people, as Carnegie described it, can be approached in several ways, but Zoe Chance feels that the modern influential person is the person whom people want to say yes to—achieved in part by influencing others, and in part by influencing the self; influencing our inner dialogue between the intuitive mind and the rational mind, which she calls the Gater and the Judge.

Notable Excerpt:

"Almost all of us struggle with trying to influence other people or trying to be influential, and many of us have mixed feelings because when we think of influence tactics, we think of the really super creepy used car salesman architype. What we want is to have an influence on the world, ideally a good influence, and honestly we don't want to have to work so hard that we feel like we're pushing people. We ideally want to be in relationships with people who like us, and who want to say yes to each other. We have a good idea and we bring these good ideas to each other."

The Guest:

Zoe Chance is a writer, teacher, researcher, and climate philanthropist. She’s obsessed with the topic of interpersonal influence and her science-based but fun and life-changing book is called Influence Is Your Superpower: The Science of Winning Hearts, Sparking Change, and Making Good Things Happen. It is being published in more than 20 languages.

Zoe earned her doctorate from Harvard and now teaches the most popular course at Yale School of Management (Mastering Influence and Persuasion). Her research is published in top academic journals and covered in global media outlets. She speaks on television and around the world, and her framework for behavior change is the foundation for Google’s global food policy.

Before joining academia, Zoe managed a $200 million segment of the Barbie brand, helped out with political campaigns, and worked in less glamorous influence jobs like door-to-door sales and telemarketing. She lives with her family in New Haven, CT.

Episode Resources:

• Zoe Chance | Twitter
• Zoe Chance | LinkedIn
• Zoe Chance | Website

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