If you are interested in exploring these concepts further, you can find the book at retailers such as Books-A-Million , Barnes & Noble , or as an ebook on eBooks.com .
: Slower, enunciated speech can emphasize key points (strength), while using inclusive words like "we" builds rapport (warmth). 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 If you are interested in exploring these concepts
The authors describe a three-step process for effectively persuading others, often referred to as getting "inside the circle" of acceptance: People who project warmth are liked and supported,
: First, recognize and validate the other person's feelings or position.
: Open hand gestures and slight head tilts project warmth, while strong posture and steady eye contact project strength.
We judge others almost instantly based on these two criteria, often within a tenth of a second.