The Psychology of Organizations
Negotiation and Influence
How leaders influence people who do not have to comply, and where ethical influence ends and manipulation begins.
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The Science of PersuasionThe documented principles behind influence, and how executives apply them with integrity to build genuine commitment.
Reading path
- 1The Science of Persuasion
The documented principles behind influence, and how executives apply them with integrity to build genuine commitment.
- 2What Chris Voss Teaches Executives
The hostage negotiator's tactical empathy, translated through research into how leaders influence people who do not have to comply.
- 3The Psychology of Power
Why power is largely perception, and how holding it quietly narrows a leader's judgment.
- 4What Gerry Spence Understood About Commitment
Why credibility, fairness, and ownership create commitment where pressure and polish cannot, drawn from a trial lawyer's method and the research behind it.
- 5Influence Without Manipulation
Why the line between ethical influence and manipulation is agency, not intensity, and how leaders stay on the right side of it.