In You Have More Influence Than You Think (Norton, 2023) social psychologist Vanessa Bohns draws from her original research to illustrate why we fail to recognize the influence we have, and how that lack of awareness can lead us to miss opportunities or accidentally misuse our power. Weaving together compelling stories with cutting edge science, Dr. Bohns answers the questions we all want to know (but may be afraid to ask): How much did she take to heart what I said earlier? Do they know they can push back on my suggestions? Did he notice whether I was there today? Will they agree to help me if I ask?

Whether attending a meeting, sharing a post online, or mustering the nerve to ask for a favor, we often assume our actions, input, and requests will be overlooked or rejected. Bohns and her work demonstrate that people see us, listen to us, and agree to do things for us much more than we realize—for better, and worse. You Have More Influence Than You Think offers science-based strategies for observing the effect we have on others, reconsidering our fear of rejection, and even, sometimes, pulling back to use our influence less. It is a call to stop searching for ways to gain influence you don’t have and to start recognizing the influence you don’t realize you already have.

Our guest is: Dr. Vanessa Bohns, who is the Braunstein Family Professor and Chair of Organizational Behavior at Cornell University’s ILR School. Professor Bohns holds a PhD in Psychology from Columbia University and an AB from Brown University. Her research has been published in top academic journals in psychology, management, and law, and has been featured in The New York Times, The Wall Street Journal, The Atlantic and The Economist, among others. She is the author of You Have More Influence Than You Think.

Our host is: Dr. Christina Gessler, who works as a developmental editor. She is the producer and host of the Academic Life podcast.

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