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The Science of Influence
관리자 2022-10-25 오후 5:59:16 7539

                            The Science of Influence




Have you ever wanted the power to change someone’s mind? Now, a new book by behavioral scientist Zoe Chance explains how you can do it.

Dr. Chance is an assistant professor of marketing at the Yale School of Management.* She currently teaches the most popular class at the school, titled “Mastering Influence and Persuasion.” Recently, she decided to write a book to share her expertise with a wider audience.

In the book, titled “Influence Is Your Superpower,” Chance offers insights into how people make decisions.

Drawing from fields such as neuroscience and economics, she explains how we can use this knowledge to convince others. The book’s main premise is that each person uses two distinct systems to make decisions. In the book, Chance refers to them as “the Gator” and “the Judge.”

The Gator is our unconscious mind, which can be fast, habitual, and emotional. These instinctual preferences are responsible for 95 percent of everything we do.

On the other hand, the Judge is our conscious mind. It is slow, deliberate, and highly rational. According to the author, we often assume our decisions are based on the rational Judge inside of us. However, she argues that the Gator is so dominant that our instinctual preferences actually have a lot of power over our reasoning.

Consequently, Chance says that we should be aware of this relationship when we are attempting to influence others. In other words, when trying to get people’s attention, we should first focus on the Gator part of their minds.

Once we have the Gator’s attention, Chance says that we can start speaking to the rational Judge side of people’s personality. However, unless we first make an emotional connection with their Gator side, they may not be easily convinced by deliberate and logical explanations.

Throughout her book, Chance emphasizes the importance of developing the skill to influence others. She says that it can be an important tool to realizing our dreams and goals.

Questions:
1. Detail Dr. Zoe Chance new book.
2. What is her class called? What does the class teach exactly
3. Distinguish the difference between the Gator and the Judge.
4. Why is focusing on the Gator part crucial?

5. How are your skills in influencing others? 
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