Intrenion

Books as Frameworks: Communication, Influence, Power

Table of Contents

7 Rules of Power (Jeffrey Pfeffer)

  1. Get Out of Your Own Way
  2. Break the Rules
  3. Appear Powerful
  4. Build a Powerful Brand
  5. Network Relentlessly
  6. Use Your Power
  7. Success Excuses (Almost) Everything: Why This Is the Most Important Rule of All

Conversationally Speaking (Amanda Goodwin Caporaletti et al.)

  1. Asking Questions That Promote Conversation
  2. Delivering Honest Positives
  3. Listening So Others Will Talk
  4. Taking Advantage of Free Information
  5. Letting Others Know Who You Are
  6. Starting Conversations
  7. Issuing Invitations That Are Likely to Be Accepted
  8. Handling Criticism Constructively
  9. Resisting Attempts at Manipulation
  10. Requesting Change
  11. Conveying Meaning by Motion
  12. Reducing Anxiety in Social Situations
  13. Organizing Your Efforts

Getting to Yes (Roger Fisher et al.)

The Problem

  1. Don’t Bargain Over Positions

The Method

  1. Separate the People from the Problem
  2. Focus on Interests, Not Positions
  3. Invent Options for Mutual Gain
  4. Insist on Using Objective Criteria

Yes, But…

  1. What If They Are More Powerful? (Develop Your BATNA - Best Alternative To a Negotiated Agreement)
  2. What If They Won’t Play? (Use Negotiation Jujitsu)
  3. What If They Use Dirty Tricks? (Taming the Hard Bargainer)

Give and Take (Adam Grant)

  1. Good Returns: The Dangers and Rewards of Giving More Than You Get
  2. The Peacock and the Panda: How Givers, Takers, and Matchers Build Networks
  3. The Ripple Effect: Collaboration and the Dynamics of Giving and Taking Credit
  4. Finding the Diamond in the Rough: The Fact and Fiction of Recognizing Potential
  5. The Power of Powerless Communication: How to Be Modest and Influence People
  6. The Art of Motivation Maintenance: Why Some Givers Burn Out but Others Are On Fire
  7. Chump Change: Overcoming the Doormat Effect
  8. The Scrooge Shift: Why a Soccer Team, a Fingerprint, and a Name Can Tilt Us in the Other Direction
  9. Out of the Shadows

How to Win Friends & Influence People (Dale Carnegie)

  1. Don’t criticize.
  2. Give appreciation.
  3. Arouse a want.
  4. Become interested.
  5. Smile.
  6. Remember name.
  7. Be a listener.
  8. Talk in other interests.
  9. Make feel important.
  10. Avoid argument.
  11. Respect opinions.
  12. Admit if wrong.
  13. Begin friendly.
  14. Get say yes.
  15. Let do deal of talking.
  16. Let feel idea is his or hers.
  17. See other point of view.
  18. Be sympathy with ideas.
  19. Appeal to nobler motives.
  20. Dramatize ideas.
  21. Throw down challenge.
  22. Begin with praise.
  23. Attention mistakes indirectly.
  24. Talk own mistakes first.
  25. Ask instead of orders.
  26. Let save face.
  27. Praise improvement.
  28. Give reputation.
  29. Give encouragement.
  30. Make happy about own suggest.

Influence (Robert B. Cialdini)

  1. Levers of Influence: (Power) Tools of the Trades
  2. Reciprocation: The Old Give and Take
  3. Liking: The Friendly Thief
  4. Social Proof: Truths Are Us
  5. Authority: Directed Deference
  6. Scarcity: The Rule of the Few
  7. Commitment and Consistency: Hobgoblins of the Mind
  8. Unity: The “We” Is the Shared Me
  9. Instant Influence: Primitive Consent for an Automatic Age

It’s All Politics (Kathleen Kelley Reardon)

  1. It’s All Politics
  2. Political Intuition
  3. Political Insight
  4. Advance Work and Getting Good on Your Feet
  5. Persuasion
  6. Political Power
  7. Political Courage and Suicide
  8. Positive Politics
  9. The New Reginald

Maximum Influence (Kurt Mortensen)

  1. The Power of Persuasion: Key to Success
  2. Subconscious Triggers: The Automatic Yes
  3. The Law of Connectivity: Contagious Cooperation
  4. The Law of Involvement: Create and Maintain Interest
  5. The Law of Esteem: How Praise Releases Energy
  6. The Law of Obligation: How to Get Anyone to Do a Favor for You
  7. The Law of Dissonance: Internal Pressure Is the Secret
  8. The Law of Verbal Packaging: The Leverage of Language
  9. The Law of Association: Create the Environment of Influence
  10. The Law of Balance: Logical Mind Versus Emotional Heart
  11. The Law of Expectations: The Impact of Suggestion
  12. The Law of Contrast: How to Make Price (or Time) a Nonissue
  13. The Law of Social Validation: The Art of Social Pressure
  14. The Law of Scarcity: Get Anyone to Take Immediate Action
  15. The Inside Secrets of Maximum Influence: Your Prepersuasion Checklist

Power (Jeffrey Pfeffer)

  1. It Takes More Than Performance
  2. The Personal Qualities That Bring Influence
  3. Choosing Where to Start
  4. Getting In: Standing Out and Breaking Some Rules
  5. Making Something Out of Nothing: Creating Resources
  6. Building Efficient and Effective Social Networks
  7. Acting and Speaking With Power
  8. Building a Reputation: Perception Is Reality
  9. Overcoming Opposition and Setbacks
  10. The Price of Power
  11. How - and Why - People Lose Power
  12. Power Dynamics: Good for Organizations, Good for You?
  13. It’s Easier Than You Think

Rebel Talent (Francesca Gino)

  1. Napoleon and the Hoodie: The Paradox of Rebel Status
  2. The Dog Named “Hot”: A Talent for Novelty
  3. The Vanishing Elephant: A Talent for Curiosity
  4. The Hudson River Is a Runway: A Talent for Perspective
  5. Uncomfortable Truths: A Talent for Diversity
  6. Coach Cheeks Sings the National Anthem: A Talent for Authenticity
  7. The Secret of Story: The Transformative Power of Engagement
  8. Becoming a Rebel Leader: Blackbeard, “Flatness”, and the 8 Principles of Rebel Leadership

Secrets of Influential People (Steven Pearce)

What You Know: Influence Through Ideas

  1. Simplify
  2. Identify
  3. Entice
  4. Contrast
  5. Dissent
  6. Borrow
  7. Narrate
  8. Teach
  9. Imagine
  10. Disrupt
  11. Specialize
  12. Synthesize

Who You Know: Influence Through Interactions

  1. Be the Bridge
  2. Adapt to Connect
  3. Build - Then Nurture - a Tribe
  4. Build Alliances
  5. Help Others: Go First
  6. Listen
  7. Speak Their Language
  8. Introduce People
  9. Go Analogue

What You Do: Influence Through Productivity

  1. Give Great Value: Over-Deliver
  2. Make a Wider Contribution
  3. Improve Your Performance
  4. Subtract and Simplify
  5. Share What You Know
  6. Implement Change - But Slowly
  7. Replenish

Who You Are: Influence Through Personal Impact

  1. Know Your Strengths
  2. Speak Clean
  3. Stay Fresh
  4. Don’t Expect the World to Be Logical
  5. Learn Optimism
  6. Master First Impressions
  7. Admit a Weakness
  8. “Yes, And…”
  9. Work on Emotional Intelligence
  10. Reinvent Yourself Periodically

How You Play the Game: Influence Through Politics

  1. Associate with the Influential
  2. Keep Your Distance
  3. Show Ruthlessness - But Sparingly
  4. Make Other People Look Good
  5. Control the Process
  6. Pull the Plug - Quickly
  7. Promote Yourself
  8. Negotiate
  9. Always Be Campaigning
  10. Start a Revolution
  11. Leave at the Top
  12. Have a Plan - But Keep It Quiet

Simply Put (Ben Guttmann)

Why Simple Wins

  1. Our Stupid Brains in Our Busy World
  2. The Case for Simplicity
  3. The Crime of Complicated

How to Get Simple

  1. Beneficial: The Hole, Not the Drill
  2. Focused: Fighting the Frankenstein Idea
  3. Salient: Constraints Breed Creativity
  4. Empathetic: Welcoming the Enlightened Idiot
  5. Minimal: Say Shit without the Bullshit

Stand Out (Dorie Clark)

Finding Your Breakthrough Idea

  1. The Big Idea
  2. Develop Your Expert Niche
  3. Provide New Research
  4. Combine Ideas
  5. Create a Framework

Building a Following Around Your Ideas

  1. Build Your Network
  2. Build Your Audience
  3. Build a Community

Making It Happen

  1. Putting Thought Leadership into Practice

The 11 Laws of Likability (Michelle Tillis Lederman)

Before the Conversation: Get Real

  1. The Law of Authenticity
  2. The Law of Self-Image
  3. The Law of Perception
  4. The Law of Energy

The Conversation: Always Have It

  1. The Law of Curiosity
  2. The Law of Listening
  3. The Law of Similarity
  4. The Law of Mood Memory

After the Conversation: Build Relationships

  1. The Law of Familiarity
  2. The Law of Giving
  3. The Law of Patience

The 33 Strategies Of War (Robert Greene)

Self-directed warfare

  1. Declare war on your enemies: Polarity Strategy
  2. Do not fight the last war: Embrace Change
  3. Keep your presence of mind: Counterbalance
  4. Create urgency and desperation: Death-ground

Organizational warfare

  1. Avoid groupthink: Command-and-control
  2. Segment your forces: Controlled chaos
  3. Transform your war into a crusade: Morale

Defensive warfare

  1. Pick your battles: Perfect-economy
  2. Turn the tables: Counterattack
  3. Threatening presence: Deterrence
  4. Trade space for time: Nonengagement

Offensive warfare

  1. Lose battles & win the war: Grand strategy
  2. Know your enemy: Intelligence
  3. Overwhelm with speed: Blitzkrieg
  4. Control the dynamic: Forcing
  5. Hit them where it hurts: Center-of-gravity
  6. Defeat them in detail: Divide and Conquer
  7. The flank attack: Turning
  8. Envelop the enemy: Annihilation
  9. Maneuver them into weakness
  10. Negotiate while advancing: Diplomatic war
  11. Know how to end things: Exit strategy

Unconventional warfare

  1. Blend fact and fiction: Misperception
  2. Line of least expectation: Ordinary-Extraordinary
  3. Occupy the moral high ground: Righteousness
  4. Deny them targets: The Void
  5. Seem to act for the greater good: Alliances
  6. Give rope to hang themselves: One-upmanship
  7. Take small bites: Fait Accompli
  8. Penetrate their minds: Communication
  9. Destroy from within: The Inner Front
  10. Seeming to submit to dominate: Passive-Aggression
  11. Sow panic with terror: Chain Reaction

The 48 Laws of Power (Robert Greene)

  1. Never Outshine the Master
  2. Never Put Too Much Trust in Friends. Use Your Enemies
  3. Conceal Your Intentions
  4. Always Say Less than Necessary
  5. Protect Your Reputation at All Costs
  6. Court Attention at All Costs
  7. Get Others Do the Work For You, But Take the Credit
  8. Make People Come to You
  9. Win Through Actions, Never Through Argument
  10. Don’t Get Infected by Misery and Misfortune
  11. Learn to Keep People Dependent on You
  12. Use Selective Honesty & Generosity to Disarm Your Victim
  13. Get Help by Appealing to Self-Interest, Never to Their Mercy
  14. Pose As a Friend Work As a Spy
  15. Crush Your Enemy Totally
  16. Raise your Value Through Absence and Scarcity
  17. Keep Others in Suspended Terror: Cultivate an Air of Unpredictability
  18. Don’t Isolate Yourself Behind a Fortress
  19. Know Who You’re Dealing with
  20. Do Not Commit to Anyone
  21. Play A Sucker to Catch a Sucker: Seem Dumber Than Your Mark
  22. Use the Surrender Tactic
  23. Concentrate Your Forces
  24. Play the Perfect Courtier
  25. Re-Create Yourself
  26. Keep Your Hands Clean
  27. Play on People’s Need to Believe to Create a Cult-like Following
  28. Enter Action With Boldness
  29. Plan All The Way to The End
  30. Make Your Accomplishments Seem Effortless
  31. Control the Options
  32. Play to People’s Fantasies
  33. Discover Each Man’s Thumbscrew
  34. Be Royal in Your Own Fashion - Act Like a King to Be Treated Like One
  35. Master the Art of Timing
  36. Disdain Things You Cannot Have: Ignoring Them is the Best Revenge
  37. Create Compelling Spectacles
  38. Think As You Like, But Behave Like Others
  39. Stir Up Waters to Catch Fish
  40. Despise the Free Lunch
  41. Avoid Stepping Into a Great Man’s Shoes
  42. Strike the Shepherd to Scatter the Sheep
  43. Work on The Hearts and Minds of Others
  44. Disarm and Infuriate with the Mirror Effect
  45. Preach the Need for Change, But Never Reform Too Much at Once
  46. Never Appear Too Perfect
  47. Do Not go Past The Mark You Aimed For, In Victory, Know When to Stop
  48. Assume Formlessness

The Laws of Charisma (Kurt W. Mortensen)

Presence: What Do You Radiate?

  1. Passion: The Transfer of Pure Energy
  2. Confidence: Conviction Is Contagious
  3. Congruence: Actions Versus Intention
  4. Optimism: Adjust Attitudes
  5. Positive Power: Force Is Not Charisma
  6. Energy and Balance: Vibrant Well-Being
  7. Humor and Happiness: It Comes from Within

Core Qualities: The Inside Dictates the Outside

  1. Self-Discipline: Willpower Equals Commitment
  2. Competence: What You Don’t Know Will Hurt You
  3. Intuition: Follow Your Instinct
  4. Purpose: Tapping into Unlimited Drive
  5. Integrity: Character Counts
  6. Courage: Stand Up and Be Counted
  7. Creativity: Tap Your Imagination
  8. Focus: Activity Does Not Equal Accomplishment

Delivery and Communication: Speak with Conviction

  1. Presentation Skills: Educate, Inspire, and Entertain
  2. People Skills: Do They Really Like You?
  3. Influence: Help Others Persuade Themselves
  4. Storytelling: Create the Image
  5. Eye Contact: Conversing Without Speaking
  6. Listening: Say What?
  7. Rapport: The Instant Connection

Empowering Others: Contagious Cooperation

  1. Inspiration: Strengthen and Energize
  2. Esteem: Understand the Ego
  3. Credibility: Reality Versus Perception
  4. Motivation: Light Their Fire
  5. Goodwill: Charity and Compassion
  6. Vision: See It, Taste It, Touch It, Feel It
  7. Empathy: Compassion Creates Friendship
  8. Respect: Give It to Get It

Subconscious Triggers: It Just Feels Right - Or Wrong

  1. Verbal Presentation: It Is How You Say It
  2. Nonverbal Communication: Gestures Trump Words
  3. Emotional States: Understanding Feelings and Moods
  4. Physical Appearance: Judge Not (Yeah, Right!)
  5. How You Repel People: Don’t Drive Them Away

The Prince (Niccolò Machiavelli)

New Princedoms

  1. Different kinds of princedoms and how they are acquired
  2. Hereditary princedoms

Mixed Princedoms

  1. New conquests added to older states
  2. Conquered kingdoms
  3. Conquered free states, with their own laws and orders

Totally New States

  1. Conquests by virtue
  2. Conquest by fortune, meaning by someone else’s virtue
  3. Of those who have obtained a principality through crimes
  4. Becoming a prince by the selection of one’s fellow citizens

Strength and Ecclesiastical Rule

  1. How to judge the strength of principalities
  2. Ecclesiastical principalities

Defense and Military

  1. Different kinds of armies and mercenaries
  2. Auxiliaries, mixed, and national armies
  3. A prince’s duty concerning military matters

The Qualities of a Prince

  1. Reputation of a prince
  2. Generosity vs parsimony
  3. Cruelty vs mercy
  4. In what way princes should keep their word
  5. How to avoid contempt and hatred
  6. The Prudence of the Prince
  7. Whether ruling conquests with fortresses works
  8. How a prince should act to gain honors
  9. Concerning the nobles and the staff of a prince
  10. How flatterers should be avoided
  11. Why the princes of Italy have lost their states
  12. How much fortune can do in human affairs and how to resist it

Final Exhortation

  1. Exhortation to seize Italy and to free her from the barbarians

The Rules of People (Richard Templar)

Understanding people

  1. Understanding helps
  2. No one has to be like you
  3. People hear what they want to hear
  4. People believe what they want to believe
  5. Your attitude influences their response
  6. Remember your first impression
  7. People are tribal
  8. Everyone wants to feel valued
  9. They only tease you if they like you
  10. … but banter isn’t teasing
  11. Everyone else is insecure too
  12. Spots don’t change
  13. Behaviour isn’t character
  14. Other people’s relationships are a mystery
  15. Big words are there to impress you
  16. Confrontation can be scary
  17. People feel nervous because they care
  18. Angry people are sad people
  19. Crying isn’t always sad
  20. Some people just don’t think
  21. Square pegs don’t fit in round holes
  22. Wild and wacky isn’t always fun
  23. It’s hard being 13
  24. They’ll shout if you do
  25. Responsibility creates independence
  26. Teenagers hate you because they love you
  27. Talking is what matters
  28. Listening is what matters
  29. No one likes saying sorry
  30. The world is full of rebels
  31. Some weirdos are great people

Helping people

  1. Put your oxygen mask on first
  2. Get in the swamp
  3. It’s OK just to feel
  4. Listen, don’t solve
  5. Know your limitations
  6. It’s not a competition
  7. Never give advice
  8. Accept their decision
  9. Give them control
  10. Get them to think for themselves
  11. Learn to be psychic
  12. Listen to what they don’t say
  13. People who can’t find an answer may not want one
  14. Don’t tell people to move on
  15. Loneliness is a state of mind
  16. Give them privacy
  17. All interactions are positive or negative
  18. Not everyone wants help

Getting them on your side

  1. Loyalty runs both ways
  2. Remember the details
  3. Flattery should never be empty
  4. Praise effectively
  5. Keep your praise in proportion
  6. People want to be liked
  7. Earn their respect
  8. Have a sense of humour
  9. Don’t be scared to admit your mistakes
  10. Be tolerant
  11. Make individual relationships
  12. Turn the best side to the front
  13. People generally agree with themselves
  14. Credit people with your own ideas
  15. Don’t tell them they’re wrong (even if they are)
  16. Get them to collaborate
  17. Be human
  18. Share
  19. Say thank you properly
  20. Get under their skin
  21. Criticise constructively
  22. Agree without agreeing
  23. Let them win
  24. Make it three dimensional
  25. Give and take
  26. Know what you both want
  27. Get all their cards on the table
  28. Give them a get out
  29. Never be scared
  30. Don’t get caught on the hop

Difficult people

  1. There’s only one person you can change
  2. It’s scary being controlled
  3. If they feel small, they’ll big themselves up
  4. Shouty people want to be heard
  5. Negative people can’t half be useful
  6. Control freaks know they’re right
  7. Blackmailers want to control you
  8. Insecurity can cause mistrust
  9. Prejudice comes from ignorance
  10. Martyrs crave recognition
  11. Sensitive people can’t toughen up
  12. People will listen if it’s in their interest
  13. Passive aggressive people fear conflict
  14. Patronising can be accidental
  15. You can’t beat a true narcissist
  16. Moaners don’t want to change
  17. Competitive complainers don’t just need a whinge
  18. Secrets are full of power
  19. Some people just can’t lose
  20. Manipulation is more than just persuasion
  21. Busy people are less trouble

Who Gets Promoted, Who Doesn’t, and Why (Donald Asher)

  1. Respect Timing
  2. Get Noticed
  3. Always Be Learning
  4. Master the Art of Sales
  5. Have an Ascension Plan
  6. Always Make Your Boss Look Good
  7. Stand Next to Superstars
  8. Find Guardian Angels and Benefactors
  9. Move - Dammit - and Here’s Why
  10. Know How to Repair Your Career
  11. Women: Take Control of Your Career!
  12. Find the Right Mix of Prepared and Lucky