Convinced!

How to Prove Your Competence and Win People Over

Jack Nasher (Author)

Forthcoming: 11/13/2018

Convinced!
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 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 of 2007, at rush hour, he stepped into a Washington D.C. 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 his 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 single 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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Overview

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 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 of 2007, at rush hour, he stepped into a Washington D.C. 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 his 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 single 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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Meet the Author


Visit Author Page - Jack Nasher

Jack Nasher is the founder of the NASHER Negotiation Institute and has been named the leading negotiation expert and the best known expert on deception detection by Germany s major news sources. Oxford-educated and formerly with the German Mission to the UN in New York City, Jack Nasher was the youngest appointee to full professorship at the esteemed Munich Business School in 2010 at the age of 31. He also performs as a mentalist at the world-renownd Magic Castle in Hollywood. He is a full member of the Society of Personality and Social Psychology, and a principle practitioner with the Association of Business Psychologists.

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Table of Contents

CHAPTER 1 PERCEIVED COMPETENCE The Actual Effect of Success and Failure The Assessment Problem A Question of Technique The Self-Fulfilling Prophecy CHAPTER 2 GREAT EXPECTATIONS Setting high expectations and confirming them How to take away the others' fear Effects of modesty vs. bragging Priming yourself CHAPTER 3 GOOD AND BAD NEWS How to optimally present good news How to optimally present bad news Using the Primacy Effect CHAPTER 4 COMPETENCE FRAMING Difficulty level, luck, effort: the perceived factors responsible for a result Manipulating their perception No effort being a natural (apparently) CHAPTER 5 VERBAL COMMUNICATION The surprising effects of elocution, volume and speed The effect of accents and dialects "Power Talking" vs. "Powerless Speech patterns" CHAPTER 6 NONVERBAL COMMUNICATION The ideal distance Eye contact and (no) smiles The "competent" stance / sitting position The Dr. Fox Effect CHAPTER 7 LIKING AND ATTRACTIVENESS How to use a generalized Halo Effect The effect of likeability 3 Scientific tools to ingratiate yourself The effect of physical attractiveness The face, the body and what really matters CHAPTER 8 STATUS The effect of perceived status The "Habitus" and universal competence How to display a high level of education Using clothing and accessories The effect of being different ("nonconformity") BIRCing basking in reflected competence

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Endorsements

"In an age of information overload and default to algorithms, the ability to assess and convey true expertise is a critical managerial competency. Convinced! will help show you the way." Dominic Barton, Global Managing Partner, McKinsey & Company "Every second of every day, judgement and assessments of competence are being made. Whatever your role or expertise, "Convinced" provides fascinating and practical insights into steps anyone can take to engender and promote that all important sense of confidence and trust. Compelling, highly entertaining and thoroughly convincing!" Matthew Layton, Global Managing Partner, Clifford Chance LLP "To gain assent from others, it's not enough to possess competence on the topic at hand. It's also necessary to project that competence successfully. With Convinced!, at last there's a book that shows us how. We needed this book." Robert Cialdini, author of Influence and Pre-Suasion "You may have your foundation degree and experience. You may even have your MBA. But now you need to go to finishing school and read Convinced! An excellent insight into the importance of not just being competent but being perceived to be competent. A compelling read." Andy Palmer, President and CEO, Aston Martin Lagonda Ltd. "To land a job, enlist investors, close a deal, or lead an initiative, being the best person to play that role isn't enough. What matters most is persuading other people that you're the one they can count on to deliver what they need. Jack Nasher's compelling new book lays out eight practical principles for positively shaping how others judge your competence. I'm convinced of the power of his advice. And you'll be convinced, as well." Michael Wheeler, Harvard Business School professor and author of The Art of Negotiation "As a river runs to the sea, power flows to those who can persuade. Jack Nasher gives you the tools you need to win others over and keep them moving in the right direction." G. Richard Shell, Wharton professor and coauthor of The Art of Woo "Perceptions matter. Convinced! identifies the behaviors, networks, and narrative strategies that you can use to shape perceptions and create a competitive edge." Rupert Younger, Director, Oxford University Centre for Corporate Reputation "Be it in business or diplomacy, convincing people of one's expertise is key to successful negotiations. Radiating that competence also helps leaders gain the legitimacy to lead. Dr. Nasher's book offers scientifically grounded, real-life techniques that should be required reading for public and private sector managers alike." Alexander Vinnikov, Head of the NATO Representation to Ukraine "At the heart of Professor Nasher's book is a key central thesis: it is no longer enough to be extraordinarily competent. These days, it is necessary for all top managers and anyone who aspires to be one to embrace the responsibility for their own personal PR. The author introduces techniques that allow readers to display their expertise in ways that will earn them the recognition they deserve. Convinced! is educational (but never pedantic), engaging, and entertaining. Highly recommended!" Georges Kern, CEO, Breitling SA

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