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Convinced! Summary
About Convinced! Book
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.
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Mentalist Jack Nasher offers tips to help you appear more competent, attractive, intelligent and important.
Prove Your Competence & Win People Over
- To convince people of your competence, use the “impression management” tools of the “eight pillars of competence.”
- Competence and brilliance aren’t necessarily self-evident; you must showcase your qualities.
- Manage people’s anticipation, so they will expect you to be competent.
- Associate yourself with good news.
- Showcase specific elements of the “competence formula”: performance, ability, motivation, dealing with difficulty and luck.
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Communication Matters
Master verbal and nonverbal communication.
The greater your attraction and popularity, the greater will be your perceived competence. Project tact, authenticity and self-confidence.
Use the “power of symbols” to build the most reliable measure of your competence: your habitus – the way you look and act.
Judging other people’s competence is hard; recognizing their incompetence is easier.
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Impression Management
It’s not your actual competence that counts. It’s how people perceive your competence that makes the difference. You can apply impression management techniques, tools and tactics to convince others of your competence. Persuading others gives you a tremendous advantage over people who are equally competent but can’t differentiate themselves.
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In Convinced!, Jack Nasher provides frameworks for establishing credibility and trust with others through developing social intelligence, managing perceptions, and influencing people ethically.
Logic makes people think but emotions make them act. Manage both.
JACK NASHER
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Developing Social Intelligence to Understand Motivation
Observe and develop higher understanding of social dynamics, relationships, and influencers within a group.
Predict responses and adapt your style, framing, and messages to each person's unique motivations and priorities to relate effectively.
Humans are emotional, social creatures - logic alone doesn't persuade.
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Establishing Likeability and Warmth
Display warmth, empathy, wit, humor, and genuine positive regard to increase your likeability. People are instinctively drawn to those who make them "feel good."
Forge personal connections and elevate positive emotions in others. Likeability builds influence.
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Tips to help you appear more competent, attractive, intelligent and important. Your actual competence matters little compared with your perceived competence.
Convinced
- Use the “impression management” tools of the “8 pillars of competence.”
- Competence & brilliance aren’t self-evident.
- Manage people’s anticipation, so they will expect you to be competent.
- Associate yourself with good news.
- Showcase the “competence formula”: Performance, Ability, Motivation, Dealing with difficulty and luck.
- Master verbal and nonverbal communication.
- The greater your attraction the greater is your perceived competence.
- Use “power of symbols” to build your competence: your habitus – the way you look and act.
- Judging people’s competence is hard; recognizing their incompetence is easier.
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