About the Book
To be successful at work you also need to be influential at work. And to be influential requires an understanding of how the rules of influence work. Not just those mandated by logic, economics and company policy. But the unspoken rules too. The rules people rarely talk about, but that frequently have an out-sized impact on who and what gets listened to and done, and who and what gets ignored. Recognising and navigating these rules of influence is crucial to your persuasive success.
Influence at Work, written by Steve Martin and published by The Economist books, shows you what these rules are and how to effectively deploy them to command attention; connect with others; win over the sceptics; sway the undecided and motivate people to act.
The result is a new guide to an age-old subject: what influence is, why it matters, and how to use it wisely and ethically.
What Everyone’s Saying
TIM HARFORD
“Readable, invaluable and based on the evidence. You can’t ask for a better guide to influence than Steve Martin.”
Tim Harford, The Undercover Economist.
JAMES TIMPSON
“A modern-day manifesto for an age-old and crucial skill. Practical, immediately useable tools to boost your influence without sacrificing your integrity.”
James Timpson, CEO of Timpson’s and Sunday Times columnist.
CAMILLA CAVENDISH
“A clever, entertaining jaunt through the unspoken rules which govern influence at work.”
Camilla Cavendish, Financial Times.
DAN H. PINK
“With his characteristic rigour and clarity, Steve Martin presents a practical and powerful framework for persuasion. This book is an essential read for leaders, managers and anyone who wants to increase their impact at work.”
Daniel H. Pink, New York Times no. 1 bestselling author of To Sell Is Human and The Power of Regret.
KATY L. MILKMAN
“Eminently practical and evidence-based, this terrific guide will help you wield more influence at work and beyond.”
Katy Milkman, Professor at the Wharton School and bestselling author of How to Change.
DAVID ROBSON
“Influence is one of our most desired skills, yet it can often feel elusive. In this crystal-clear guide, Steve Martin offers evidence-based and pragmatic advice on the best ways to convince and motivate others. It is a must-read for anyone interested in the psychology of persuasion.”
David Robson, author of The Expectation Effect and The Laws of Connection.
The Influence Equation
The book centres around the INFLUENCE EQUATION: a formula that anyone can use to become a more successful influencer.
In the same way that you can create a range of colours by mixing different combinations and quantities of the primary colours Red, Yellow and Blue, the INFLUENCE EQUATION allows anyone to develop a successful influence strategy based on the optimal combination of Evidence, Economics and Emotions.
Take the INFLUENCE Quiz!
Every person has a preferred style of influence, which emphasizes one of the three features: Evidence, Economics, or Emotion.
The ‘Data Aficionado’ is all about Evidence. They base their arguments on data and logic. The ‘Calculating Connoisseur’ favors Economics, incorporating economic reasoning into their appeals. Finally, the ‘Empathetic Orator’ relies on Emotion, persuading others by building trust and creating a strong emotional connection.
Find out which one you are!
About the Author
Co-author of Messengers, Who We Listen to, Who We Don’t and Why, and the Royal Society nominated international bestseller Yes! 60 Secrets from the Science of Persuasion, Steve Martin’s books have sold over 1.5 million copies and been translated into 27 languages.
His work applying behavioural science to business and public policy has featured in the National and International press including BBC TV & Radio, The Times, New York Times, Harvard Business Review and Time magazine.
