Influence is Your Superpower

Résumé du livre

Zoe Chance is a writer, researcher, philanthropist, and teacher at Yale’s School of Management. Her expertise in influence was honed in a career that has taken her from door-to-door marketing and telesales to the upper echelons of corporate America. Now, she’s passionate about teaching others to harness their powers of interpersonal influence.

Jia Jiang, an MBA graduate, faced a pivotal moment when his entrepreneurial dreams were nearly derailed by the sting of rejection after a failed pitch to a venture capitalist. Determined to overcome his fear, Jia launched "100 Days of Rejection Therapy," a bold experiment where he made unconventional requests to strangers, fully expecting refusals. While some requests were denied—like announcing over Costco’s intercom—others, such as receiving custom Olympic-ring-shaped donuts, were surprisingly granted. This journey taught Jia a powerful lesson: to influence others, one must first embrace the possibility of rejection. By normalizing both giving and receiving refusals, as Jia did, making requests becomes less daunting, often leading to unexpected successes. His experiment revealed that effective communication and persistence can transform rejection into opportunity, with Jia receiving 51 positive responses out of 100 attempts.

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