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Persuade by Philip Hesketh

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6 How to worm your way into a group's affections and influence them

If you've ever been the new kid on the block, you'll know how difficult it is to have your views accepted by the ‘established group’. For instance, imagine you've joined a new company and you're attending a think tank to discuss a problem which is new to them, but old hat to you.

Something you experienced and dealt with in your previous job. In theory, your views should be welcomed with open arms. But, in practice, it's more likely to be open mouths. Who does this upstart think he is? He's only been here five minutes …

This group behaviour is what psychologist Matthew Hornsey from the University of Queensland calls ‘unreasoning hostility’. It consists of having your views ...

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