Behavioural Scientist and Author
Zoe Chance is a senior lecturer at the Yale School of Management, where she teaches the institution's most popular course on influence and persuasion. Her book Influence Is Your Superpower draws on behavioural economics and neuroscience to show how anyone can become more persuasive without compromising their values.
by Zoe Chance
Chance draws on behavioural science to show that influence means reducing friction, not manipulating people. The most underused persuasion tool is simply asking for what you want.
The books Zoe Chance references, cites, and recommends most frequently.
by Robert Cialdini
Cialdini identifies six universal principles of persuasion: reciprocity, commitment, social proof, authority, liking, and scarcity. Understanding these triggers explains why we say yes, and how others get us to comply.
by Daniel Kahneman
Kahneman reveals that our minds run on two systems: fast intuition and slow deliberation. Most errors in judgement come from trusting System 1 when the situation demands System 2's careful analysis.
Who Zoe draws from, and who draws from Zoe — aggregated across every book in this collection. Counts show the number of citation links, not the depth of each one.