Book Titles

This is a common problem in persuasion: what doesn’t sway us can make our beliefs stronger.

The central premise [of motivational interviewing] is that we can rarely motivate someone else to change. We’re better off helping them find their own motivation to change.

When people ignore advice, it isn’t always because they disagree with it. Sometimes they’re resisting the sense of pressure and the feeling that someone else is controlling their decision.

When contemplating a change, many people are ambivalent – they have some reasons to consider it but also some reasons to stay the course.

The moment people feel that we’re trying to persuade them, our behavior takes on a different meaning.

Psychologists have found that when people detect an attempt at influence, they have sophisticated defense mechanisms.

Listening well is more than a matter of talking less. It’s a set of skills in asking and responding. It starts with showing more interest in other people’s interests rather than trying to judge their status or prove our own.

Many communicators try to make themselves look smart. Great listeners are more interested in making their audiences feel smart.

When people have a chance to express themselves out loud, they often discover new thoughts.

The power of listening doesn’t lie just in giving people the space to reflect on their views. It’s a display of respect and an expression of care.