Compelling People: The Hidden Qualities That Make Us Influential

Paperback | May 27, 2014

byJohn Neffinger, Matthew Kohut

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Required reading at Harvard Business School and Columbia Business School.
 
Everyone wants to be more appealing and effective, but few believe we can manage the personal magnetism of a Bill Clinton or an Oprah Winfrey. John Neffinger and Matthew Kohut trace the path to influence through a balance of strength (the root of respect) and warmth (the root of affection). Each seems simple, but only a few of us figure out the tricky task of projecting both at once.
Drawing on cutting-edge social science research as well as their own work with Fortune 500 executives, members of Congress, TED speakers, and Nobel Prize winners, Neffinger and Kohut reveal how we size each other up—and how we can learn to  win the admiration, respect, and affection we desire.

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From the Publisher

Required reading at Harvard Business School and Columbia Business School. Everyone wants to be more appealing and effective, but few believe we can manage the personal magnetism of a Bill Clinton or an Oprah Winfrey. John Neffinger and Matthew Kohut trace the path to influence through a balance of strength (the root of respect) and war...

John Neffinger and Matthew Kohut are partners in KNP Communications, a firm specializing in presentation coaching and communications strategy for corporate and political clients. They also lecture regularly at Harvard Business School, Columbia Business School, MIT, Bennington College, and the Naval War College.
Format:PaperbackDimensions:304 pages, 8 × 5.4 × 0.6 inPublished:May 27, 2014Publisher:Penguin Publishing GroupLanguage:English

The following ISBNs are associated with this title:

ISBN - 10:0142181021

ISBN - 13:9780142181027

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“Not only does this book tell you why people react to you as they do, it also provides specific suggestions for managing your image.  This book is a must-read for all leaders who want to maximize their influence on others.”—Art Markman, University of Texas Professor and author of Smart Thinking and Habits of Leadership “This is not just another pop-psych book: it's the first book to capture and share the insights from all the recent groundbreaking research on how we judge and persuade each other. And it translates that into simple, practical terms anyone can use to build more effective relationships at the office or at home. I'm glad they wrote it so I didn't have to.”—Amy Cuddy, Harvard Business School Associate Professor “Human psychology is never more fascinating than in this book. It is both serious and engaging. Kohut and Neffinger will help you to lead — and succeed — in everything from public speaking to love. This is a wonderful read.”—Joseph S. Nye, Jr., Harvard University Professor and author of The Powers to Lead “Neffinger and Kohut will blow your mind with their unified theory of everything that matters. Compelling People goes deep with an idea that will have you reexamining your instincts and opinions about everyone from co-workers and dates to politicians and celebrities.”—Amy Argetsinger, Washington Post "Reliable Source" Columnist “Thanks to John Neffinger and Matt Kohut, I now have a much greater understanding of how to better influence and connect with all the people I encounter every day. Compelling People is a fascinating, beguiling read with the potential to change your life.”—Lynne Olson, author of Those Angry Days and Citizens of London “Neffinger and Kohut brilliantly illuminate how successful people negotiate possibilities and pitfalls to find success and avoid failure.”—Liz Coleman, Bennington College President “Compelling People, offers a wealth of practical approaches for understanding and improving how each of us presents ourselves to the world.”—Cheryl Strauss Einhorn, Columbia Business School Adjunct Professor