Compelling People: The Hidden Qualities That Make Us Influential

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Everyone wants to be more influential, yet many believe that magnetism or charisma is an innate quality, exemplified by figures like Bill Clinton or Oprah Winfrey. In this insightful work, already taught at prestigious business schools, the authors demonstrate that influence is a skill that can be cultivated. They build on their Harvard Business Review article, emphasizing the importance of balancing strength—essential for earning respect—and warmth, which fosters affection. Although these traits seem straightforward, few manage to project both simultaneously, making those who do stand out. Utilizing cutting-edge social science research along with insights from their experiences with Fortune 500 executives, Congress members, TED speakers, and Nobel laureates, the authors explore various themes. They reveal connections between historical figures like Machiavelli and Martin Luther King, share techniques behind the success of influential personalities, and discuss how appearance impacts career opportunities. Additionally, they provide effective strategies for gaining agreement in various situations. This work offers practical guidance on how we assess one another and how we can cultivate the admiration, respect, and affection we seek.