Influence at Work
Book

Influence at Work

Capture attention, connect with others, convince people to act

Steve J. Martin
The Economist Books , 2024
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Editorial Rating

8

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Recommendation

In this compelling guide, Steve J. Martin unpacks the science of influence, offering proven strategies to capture attention, forge authentic connections, and motivate others to take meaningful actions. Drawing on decades of research and real-world examples, Martin reveals how small changes in your approach can lead to big results in work and life. Whether you want to win over colleagues, inspire your team, or strengthen personal relationships, Martin provides practical tools to help you ethically and effectively influence others.

Summary

Influence is a powerful tool for gaining momentum and success.

The history of influence spans millennia and springs from humanity’s persistent drive to inspire, persuade, and guide others. Aristotle formalized the art of persuasion into three principles: logos (logic), ethos (credibility), and pathos (emotion). Over centuries, Shakespeare, Dale Carnegie, and social psychologist Robert Cialdini — among others — expanded humanity’s understanding of influence as a blend of art and science.

Influence is the ability to shape or change your audience’s actions, decisions, or behaviors by leveraging external factors such as information, incentives, or emotional appeals. Influence often operates within a specific moment or context, prompting immediate action without necessarily altering others’ underlying beliefs. This fact underscores influence’s practicality in everyday interactions and professional settings: You can influence behavior to achieve desired outcomes even if someone’s attitudes remain unchanged.

Common myths about influence include the belief that providing new information will change someone’s behavior; that you ...

About the Author

CEO of Influence at Work (UK) Steve J. Martin is a Royal Society-nominated author in the field of influence and persuasion science.

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