📖 Book
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Intermediate
Bohns' research shows founders usually get the psychology backwards: people underestimate how much sway an ask has and how uncomfortable it can make the person on the other end. It's a useful corrective before your next 'please share this' message, because it explains why an ask that feels small to you can feel heavier to the person receiving it, especially the tenth time.
You Have More Influence Than You Think: How We Underestimate Our Power of Persuasion, and Why It Matters
From Vanessa Bohns by Vanessa Bohns
- People consistently underestimate how much social pressure their requests put on others
- A request that feels routine to you can feel like an obligation to the person receiving it
- Awareness of your own influence is what lets you use it sparingly and on purpose
