Facebook Pixel
Searching...
English
EnglishEnglish
EspañolSpanish
简体中文Chinese
FrançaisFrench
DeutschGerman
日本語Japanese
PortuguêsPortuguese
ItalianoItalian
한국어Korean
РусскийRussian
NederlandsDutch
العربيةArabic
PolskiPolish
हिन्दीHindi
Tiếng ViệtVietnamese
SvenskaSwedish
ΕλληνικάGreek
TürkçeTurkish
ไทยThai
ČeštinaCzech
RomânăRomanian
MagyarHungarian
УкраїнськаUkrainian
Bahasa IndonesiaIndonesian
DanskDanish
SuomiFinnish
БългарскиBulgarian
עבריתHebrew
NorskNorwegian
HrvatskiCroatian
CatalàCatalan
SlovenčinaSlovak
LietuviųLithuanian
SlovenščinaSlovenian
СрпскиSerbian
EestiEstonian
LatviešuLatvian
فارسیPersian
മലയാളംMalayalam
தமிழ்Tamil
اردوUrdu
Influence and Persuasion

Influence and Persuasion

by Harvard Business Review 2018 138 pages
3.82
500+ ratings
Listen
12 minutes
Listen to Summary (12 minutes)

Key Takeaways

1. Mindfulness is active noticing that puts you in the present

Mindfulness is the process of actively noticing new things. When you do that, it puts you in the present.

Mindfulness defined. Mindfulness involves deliberately paying attention to your current experience without judgment. It's about being fully engaged in the present moment, rather than operating on autopilot or getting caught up in thoughts about the past or future. This active noticing makes you more aware of context and different perspectives.

Benefits of mindfulness. Practicing mindfulness has numerous benefits:

  • Improved focus and concentration
  • Enhanced creativity and problem-solving
  • Better emotional regulation
  • Reduced stress and anxiety
  • Increased self-awareness
  • Improved relationships and communication

By actively noticing new things, you become more attuned to your environment and the people around you. This heightened awareness allows you to respond more skillfully to challenges and opportunities as they arise.

2. Mindful leaders are more innovative, charismatic, and effective

At the very highest levels of any field--Fortune 50 CEOs, the most impressive artists and musicians, the top athletes, the best teachers and mechanics--you'll find mindful people, because that's the only way to get there.

Mindful leadership traits. Leaders who practice mindfulness tend to exhibit several key qualities that enhance their effectiveness:

  • Increased creativity and innovation
  • Better emotional intelligence and empathy
  • Improved decision-making and strategic thinking
  • Enhanced communication and listening skills
  • Greater adaptability and resilience

Research-backed results. Studies have shown that mindful leaders are perceived as more charismatic and likable by their teams. They're better able to manage stress, navigate complex challenges, and inspire others. Mindfulness allows leaders to be fully present, which helps them pick up on subtle cues and make more informed decisions.

Mindful leaders are also more likely to create psychologically safe environments where employees feel comfortable taking risks and sharing ideas. This fosters innovation and allows the entire organization to benefit from diverse perspectives and creative solutions.

3. Mindfulness reduces stress and enhances decision-making

Stress is not a function of events; it's a function of the view you take of events.

Reframing challenges. Mindfulness helps leaders and employees alike reframe stressful situations. Instead of automatically reacting with anxiety or frustration, mindfulness creates space to respond more thoughtfully. This shift in perspective can transform potential crises into opportunities for growth and innovation.

Improved cognitive function. Regular mindfulness practice has been shown to:

  • Enhance working memory
  • Improve focus and concentration
  • Boost cognitive flexibility
  • Reduce cognitive bias in decision-making

By training the brain to focus on the present moment, mindfulness reduces mental clutter and allows for clearer thinking. This improved cognitive function leads to better problem-solving and more effective decision-making, especially in high-pressure situations.

4. Create a mindful organization by embracing uncertainty and questioning assumptions

Make not knowing OK--I don't know, you don't know, nobody knows--rather than acting like you know, so everyone else pretends they know, which leads to all sorts of discomfort and anxiety.

Cultivating curiosity. A mindful organization encourages curiosity and continuous learning. Leaders should model this by:

  • Asking questions instead of always providing answers
  • Admitting when they don't know something
  • Encouraging diverse perspectives and healthy debate
  • Celebrating failures as learning opportunities

Challenging the status quo. Mindful organizations regularly question their assumptions and established processes. This involves:

  • Encouraging employees to ask "why?" and propose alternative solutions
  • Reviewing policies and procedures to ensure they still serve their purpose
  • Fostering a culture of experimentation and calculated risk-taking

By embracing uncertainty and remaining open to new possibilities, organizations become more agile and better equipped to navigate change. This mindset also helps prevent groupthink and allows for more innovative problem-solving.

5. Balance mindfulness with focus to navigate complexity

What you want is a soft openness--to be attentive to the things you're doing but not single-minded, because then you're missing other opportunities.

Mindful attention. Balancing mindfulness with focus involves cultivating a state of relaxed alertness. This allows you to:

  • Stay aware of your current task or goal
  • Remain open to new information and opportunities
  • Switch between tasks more efficiently when needed
  • Avoid tunnel vision that might cause you to miss important details

Strategies for balance. To achieve this balance:

  • Practice mindful transitions between tasks
  • Take regular breaks to reset your attention
  • Use mindfulness techniques like deep breathing to refocus when distracted
  • Set clear intentions for each work session, but remain flexible

By maintaining this "soft openness," you can navigate complex business environments more effectively. You'll be better equipped to handle multiple priorities while still remaining responsive to emerging challenges and opportunities.

6. Technology can support mindfulness when used intentionally

We've studied multitasking and found that if you're open and keep the boundaries loose, it can be an advantage. The information from one thing can help you with another.

Mindful tech use. While technology is often blamed for increasing distraction, it can also be a powerful tool for promoting mindfulness when used intentionally. Consider:

  • Using mindfulness apps for guided meditations or breathing exercises
  • Setting reminders to take mindful breaks throughout the day
  • Utilizing productivity tools to manage tasks and reduce cognitive load
  • Leveraging virtual reality for immersive mindfulness experiences

Digital boundaries. To prevent technology from undermining mindfulness:

  • Establish clear boundaries for device use (e.g., no phones during meetings)
  • Practice regular digital detoxes
  • Use features like "Do Not Disturb" to minimize unnecessary notifications
  • Be mindful of your emotional state when engaging with social media

By approaching technology with awareness and intention, you can harness its benefits while minimizing its potential to distract or overwhelm you.

7. Mindfulness physically changes key areas of the brain

We observed significant increases in the density of their gray matter.

Neuroplasticity in action. Neuroscience research has shown that regular mindfulness practice can lead to measurable changes in brain structure and function. Key areas affected include:

  • Anterior Cingulate Cortex (ACC): Improved self-regulation and decision-making
  • Hippocampus: Enhanced learning, memory, and emotion regulation
  • Amygdala: Reduced reactivity to stress and negative emotions
  • Prefrontal Cortex: Strengthened executive function and attention control

Practical implications. These brain changes translate to tangible benefits in the workplace:

  • Improved emotional regulation and stress management
  • Enhanced ability to focus and avoid distractions
  • Better decision-making, especially under pressure
  • Increased cognitive flexibility and adaptability

Understanding the neuroscience behind mindfulness can help motivate individuals and organizations to prioritize mindfulness training as a valuable investment in cognitive and emotional wellbeing.

8. Practice mindfulness throughout your workday for better performance

Life consists only of moments, nothing more than that. So if you make the moment matter, it all matters.

Micro-mindfulness practices. Incorporate brief mindfulness exercises throughout your day:

  • Take three deep breaths before starting a new task
  • Practice mindful eating during lunch breaks
  • Do a quick body scan while waiting for a meeting to start
  • Use transitions between tasks as mindfulness cues

Mindful work habits. Integrate mindfulness into your regular work routines:

  • Start meetings with a brief centering exercise
  • Practice active listening during conversations
  • Take mindful breaks to reset your focus
  • End the workday with a gratitude reflection

By weaving mindfulness into the fabric of your workday, you create numerous opportunities to reset, refocus, and approach your tasks with greater clarity and purpose. This consistent practice can lead to significant improvements in overall performance and job satisfaction.

9. Mindfulness builds resilience by improving recovery, not just endurance

The key to resilience is trying really hard, then stopping, recovering, and then trying again.

Redefining resilience. True resilience isn't about powering through without breaks. Instead, it's about:

  • Recognizing when you need to pause and recharge
  • Developing effective recovery strategies
  • Building self-awareness to identify early signs of burnout
  • Cultivating a growth mindset that views challenges as opportunities

Mindful recovery techniques. Use mindfulness to enhance your ability to bounce back:

  • Practice brief meditation or breathing exercises between intense work sessions
  • Engage in mindful movement (e.g., walking, stretching) to reset your body and mind
  • Use mindfulness to improve sleep quality for better overall recovery
  • Apply mindful self-compassion when facing setbacks or failures

By focusing on mindful recovery, you can sustain high performance over the long term without sacrificing your wellbeing. This approach allows you to build true resilience that can weather even the most challenging work environments.

10. Emotional agility complements mindfulness for overall wellbeing

The way we navigate our inner world – our thoughts, feelings, and self-talk – is the single most important determinant of our life success.

Emotional agility defined. Emotional agility is the ability to experience thoughts and emotions in a way that allows you to make changes in your behavior and act on your values. It complements mindfulness by:

  • Acknowledging emotions without being controlled by them
  • Developing psychological flexibility to adapt to changing situations
  • Aligning actions with core values and long-term goals

Practicing emotional agility. Key strategies include:

  • Labeling emotions accurately to create distance and perspective
  • Accepting difficult thoughts and feelings rather than trying to suppress them
  • Identifying and acting on your core values, especially during challenging times
  • Cultivating self-compassion to build resilience in the face of setbacks

By combining mindfulness with emotional agility, you develop a powerful toolkit for navigating the complex emotional landscape of modern work life. This integrated approach enhances decision-making, improves relationships, and contributes to overall psychological wellbeing.

Last updated:

FAQ

What's Influence and Persuasion by Harvard Business Review about?

  • Emotional Intelligence Focus: The book delves into the role of emotional intelligence in leadership and workplace dynamics, highlighting its importance in professional settings.
  • Components of Influence: It identifies key components such as empathy, authentic leadership, and resilience, which are crucial for effective persuasion.
  • Practical Strategies: Offers actionable insights and strategies to harness emotional intelligence for improving workplace relationships and outcomes.

Why should I read Influence and Persuasion by Harvard Business Review?

  • Leadership Skill Enhancement: The book aids in developing essential leadership skills by teaching how to connect emotionally and authentically with others.
  • Improved Workplace Dynamics: Provides practical advice for fostering a positive work environment, leading to increased employee engagement and productivity.
  • Research-Backed Insights: Grounded in research and real-world examples, it serves as a credible resource for improving influence and persuasion skills.

What are the key takeaways of Influence and Persuasion by Harvard Business Review?

  • Empathy Triad: Introduces cognitive empathy, emotional empathy, and empathic concern as essential for effective leadership.
  • Storytelling Importance: Highlights storytelling as a powerful tool for connecting ideas with emotions to influence others.
  • Compassion Over Toughness: Argues that compassion is more effective than toughness in fostering loyalty and trust among employees.

What is the Empathy Triad in Influence and Persuasion by Harvard Business Review?

  • Cognitive Empathy: Understanding another person's perspective and thoughts, crucial for effective communication and leadership.
  • Emotional Empathy: Feeling what someone else feels, allowing leaders to connect on a deeper emotional level with their team.
  • Empathic Concern: Sensing what others need from you, enabling leaders to respond appropriately and supportively.

How does Influence and Persuasion by Harvard Business Review define authentic leadership?

  • Genuine Connection: Authentic leadership involves a genuine connection with others, staying true to one's values and principles.
  • Long-Term Relationships: Emphasizes building long-term, meaningful relationships based on trust and respect.
  • Self-Discipline: Authentic leaders practice self-discipline to achieve results while aligning with core values and team needs.

What role does storytelling play in persuasion according to Influence and Persuasion by Harvard Business Review?

  • Emotional Connection: Storytelling connects ideas with emotions, making them more relatable and impactful.
  • Audience Engagement: Captures the audience's attention and fosters a deeper connection, enhancing the persuasive message.
  • Simplifying Ideas: Narratives simplify complex ideas, making them easier to understand and remember, increasing persuasion likelihood.

What are the surprising findings about compassion in Influence and Persuasion by Harvard Business Review?

  • Increases Loyalty: Compassionate responses from leaders lead to greater employee loyalty and trust compared to punitive measures.
  • Enhances Creativity: Creates a safe environment that encourages creativity and innovation, as employees feel supported and valued.
  • Long-Term Benefits: Compassion improves immediate workplace dynamics and contributes to long-term organizational success.

How does Influence and Persuasion by Harvard Business Review suggest managing emotions in the workplace?

  • Emotional Self-Management: Emphasizes managing one's own emotions to create a positive work environment and influence others effectively.
  • Recognizing Triggers: Encourages leaders to identify emotional triggers and develop strategies to respond constructively.
  • Supportive Culture: Fostering openness and support allows employees to express emotions, leading to better collaboration and problem-solving.

What are some practical strategies for improving influence and persuasion from Influence and Persuasion by Harvard Business Review?

  • Build Trust: Establish trust through consistent and authentic interactions to enhance influence and persuasion.
  • Active Listening: Engage in active listening to understand team members' perspectives and needs, improving communication effectiveness.
  • Utilize Feedback: Regularly seek and provide feedback to strengthen relationships and improve team dynamics.

What are the four components of influence discussed in Influence and Persuasion by Harvard Business Review?

  • Positional Power: Authority from one's position within an organization, often leading to more influence in discussions and decisions.
  • Emotion: Emotional connections can level the playing field, allowing effective influence without positional power.
  • Expertise: Knowledge and expertise enhance credibility and influence, as people trust knowledgeable individuals.
  • Nonverbal Signals: Mastery of nonverbal communication, such as body language, significantly impacts message reception and interpretation.

How can I apply the principles of Influence and Persuasion by Harvard Business Review in my workplace?

  • Emotional Appeals: Use emotional storytelling in presentations to connect with the audience on a deeper level.
  • Nonverbal Skills: Pay attention to body language and nonverbal cues to enhance message reception.
  • Foster Collaboration: Create an environment where team members feel comfortable sharing thoughts and emotions for effective collaboration.

What are the best quotes from Influence and Persuasion by Harvard Business Review and what do they mean?

  • "Empathy is the foundation of influence.": Highlights the importance of understanding and connecting emotionally for effective persuasion.
  • "Compassion is a better managerial tactic than toughness.": Emphasizes a compassionate approach in leadership, fostering loyalty and trust.
  • "Storytelling is the bridge between ideas and emotions.": Underlines the power of narratives in making ideas relatable and persuasive.

Review Summary

3.82 out of 5
Average of 500+ ratings from Goodreads and Amazon.

Influence and Persuasion receives mostly positive reviews, with readers appreciating its concise format and practical insights. Many find the book helpful for professional growth, highlighting its focus on storytelling, charismatic leadership tactics, and persuasion techniques. Some readers note that while the content is not groundbreaking, it serves as a good introduction or refresher. Critics argue that the book oversimplifies complex topics and lacks depth. Overall, readers value the book's accessibility and its potential to improve influencing skills in various contexts.

Your rating:

About the Author

Harvard Business Review is a renowned publication focusing on management practices and business strategies. As the author of "Influence and Persuasion," HBR brings together insights from various experts in the field. The book is part of the HBR Emotional Intelligence Series, which aims to provide practical guidance on essential leadership skills. HBR is known for its research-based approach, combining academic rigor with real-world applications. The publication has a long-standing reputation for delivering high-quality content to business professionals, executives, and aspiring leaders. Through this book, HBR continues its tradition of offering valuable insights to help readers enhance their professional capabilities.

Other books by Harvard Business Review

Download PDF

To save this Influence and Persuasion summary for later, download the free PDF. You can print it out, or read offline at your convenience.
Download PDF
File size: 0.31 MB     Pages: 22

Download EPUB

To read this Influence and Persuasion summary on your e-reader device or app, download the free EPUB. The .epub digital book format is ideal for reading ebooks on phones, tablets, and e-readers.
Download EPUB
File size: 3.01 MB     Pages: 11
0:00
-0:00
1x
Dan
Andrew
Michelle
Lauren
Select Speed
1.0×
+
200 words per minute
Create a free account to unlock:
Requests: Request new book summaries
Bookmarks: Save your favorite books
History: Revisit books later
Recommendations: Get personalized suggestions
Ratings: Rate books & see your ratings
Try Full Access for 7 Days
Listen, bookmark, and more
Compare Features Free Pro
📖 Read Summaries
All summaries are free to read in 40 languages
🎧 Listen to Summaries
Listen to unlimited summaries in 40 languages
❤️ Unlimited Bookmarks
Free users are limited to 10
📜 Unlimited History
Free users are limited to 10
Risk-Free Timeline
Today: Get Instant Access
Listen to full summaries of 73,530 books. That's 12,000+ hours of audio!
Day 4: Trial Reminder
We'll send you a notification that your trial is ending soon.
Day 7: Your subscription begins
You'll be charged on Mar 21,
cancel anytime before.
Consume 2.8x More Books
2.8x more books Listening Reading
Our users love us
100,000+ readers
"...I can 10x the number of books I can read..."
"...exceptionally accurate, engaging, and beautifully presented..."
"...better than any amazon review when I'm making a book-buying decision..."
Save 62%
Yearly
$119.88 $44.99/year
$3.75/mo
Monthly
$9.99/mo
Try Free & Unlock
7 days free, then $44.99/year. Cancel anytime.
Settings
Appearance
Black Friday Sale 🎉
$20 off Lifetime Access
$79.99 $59.99
Upgrade Now →