Compelling - People: The Hidden Qualities That Ma...

: Represents your capacity to express empathy and connect with others. People who project warmth are liked and supported, but can be perceived as weak if they lack strength. The Influence Strategy: Pace, Pace, Lead

: Share those feelings to build a connection, showing you are "within the circle" with them. Compelling People: The Hidden Qualities That Ma...

The authors describe a three-step process for effectively persuading others, often referred to as getting "inside the circle" of acceptance: : Represents your capacity to express empathy and

The book emphasizes that influence must come from an "inside-out" approach, as people can often spot fake warmth. Key signals include: The authors describe a three-step process for effectively

: Slower, enunciated speech can emphasize key points (strength), while using inclusive words like "we" builds rapport (warmth).

We judge others almost instantly based on these two criteria, often within a tenth of a second.

: Open hand gestures and slight head tilts project warmth, while strong posture and steady eye contact project strength.