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Book Description

Competence does not speak for itself! You can't simply display it; you have to draw people's attention to it. World-renowned negotiation and deception detection expert, business professor, and mentalist Jack Nasher offers effective, proven techniques to convince others that we are talented, trustworthy, and yes, even brilliant.

Nasher offers the example of Joshua Bell, possibly the world's most famous violinist. In January 2007, at rush hour, he stepped into a Washington, DC, subway station, dressed like any street busker, and began to play a $4,000,000 Stradivarius. It was part of an experiment staged by a journalist of the Washington Post, who expected Bell's skill alone to attract an immense, awed crowd. But Bell was generally ignored, and when he stopped, nobody applauded. He made $34.17.

The good news is that you don't have to accept obscurity: you can positively affect others' perception of your talent. Whether you're looking for work, giving an important presentation, seeking clients or customers for your business, or vying for a promotion, Nasher explains how to use techniques such as expectation management, verbal and nonverbal communication, the Halo Effect, competence framing, and the power of nonconformity to gain control of how others perceive you.

Competence is the most highly valued professional trait. But it's not enough to be competent, you have to convey your competence. With Nasher's help you can showcase your expertise, receive the recognition you deserve, and achieve lasting success.

Table of Contents

  1. Cover
  2. Title Page
  3. Copyright Page
  4. Dedication
  5. Contents
  6. Introduction
  7. CHAPTER 1 The Perception of Brilliance: Actual versus Perceived Competence
    1. The Experiment
    2. The Assessment Problem
    3. Just World Principle
    4. True Competence?
    5. A Question of Technique
    6. Conclusion
  8. CHAPTER 2 The Anticipation Effect: Managing Expectations to Show Your Expertise
    1. The Richest Man in the World
    2. From Modesty to Boasting
    3. Modesty Is . . . ?
    4. Conclusion
  9. CHAPTER 3 Good News, Bad News: Using the Power of Association
    1. The Power of Association
    2. Delivering Good News
    3. Bearing Bad News
    4. The Primacy Effect
    5. Conclusion
  10. CHAPTER 4 The Competence Formula: Framing Your Competence
    1. The Amazing Fitzjames
    2. Tough and Unlucky
    3. Effortless Superiority
    4. Conclusion
  11. CHAPTER 5 Verbal Communication: How to Speak like an Expert
    1. As Seen on TV
    2. Pronunciation
    3. Standard English
    4. Effective Speech
    5. Power Talking
    6. Unnecessary Complications (Skip This Section!)
    7. Conclusion
  12. CHAPTER 6 Nonverbal Communication: How to Move like an Expert
    1. The Effects of Nonverbal Communication
    2. Near and Far
    3. Stand Properly, Sit Properly
    4. Eye Contact
    5. Smile Please?
    6. Body Contact
    7. Height
    8. Enthusiasm
    9. Conclusion
  13. CHAPTER 7 Beautiful and Popular: How to Increase Your Popularity and Attractiveness
    1. The Constant Error in Psychological Ratings
    2. Popularity
    3. Attractiveness
    4. Conclusion
  14. CHAPTER 8 Status: The Power of Symbols
    1. Image Consultancy for Consultants
    2. Status and Competence
    3. Habitus
    4. BIRGing: Using Indirect Status
    5. Conclusion
  15. Conclusion: What Now?
  16. Epilogue: Science and the World
  17. Notes
  18. Bibliography
  19. Index
  20. About the Author