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by Jack Nasher
Convinced!
Cover
Title Page
Copyright Page
Dedication
Contents
Introduction
CHAPTER 1 The Perception of Brilliance: Actual versus Perceived Competence
The Experiment
The Assessment Problem
Just World Principle
True Competence?
A Question of Technique
Conclusion
CHAPTER 2 The Anticipation Effect: Managing Expectations to Show Your Expertise
The Richest Man in the World
From Modesty to Boasting
Modesty Is . . . ?
Conclusion
CHAPTER 3 Good News, Bad News: Using the Power of Association
The Power of Association
Delivering Good News
Bearing Bad News
The Primacy Effect
Conclusion
CHAPTER 4 The Competence Formula: Framing Your Competence
The Amazing Fitzjames
Tough and Unlucky
Effortless Superiority
Conclusion
CHAPTER 5 Verbal Communication: How to Speak like an Expert
As Seen on TV
Pronunciation
Standard English
Effective Speech
Power Talking
Unnecessary Complications (Skip This Section!)
Conclusion
CHAPTER 6 Nonverbal Communication: How to Move like an Expert
The Effects of Nonverbal Communication
Near and Far
Stand Properly, Sit Properly
Eye Contact
Smile Please?
Body Contact
Height
Enthusiasm
Conclusion
CHAPTER 7 Beautiful and Popular: How to Increase Your Popularity and Attractiveness
The Constant Error in Psychological Ratings
Popularity
Attractiveness
Conclusion
CHAPTER 8 Status: The Power of Symbols
Image Consultancy for Consultants
Status and Competence
Habitus
BIRGing: Using Indirect Status
Conclusion
Conclusion: What Now?
Epilogue: Science and the World
Notes
Bibliography
Index
About the Author
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Convinced!: How to Prove Your Competence & Win People Over
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