Overview

You're being influenced roughly 400 times a day. You're winning about 40 of those. Beyond the Pitch takes Professor Kenneth Brown's research-backed framework for understanding influence-the ATTC model of Agent, Target, Tactics, and Context-and does something the lectures don't: it argues back. Why do sophisticated people fall for obvious cons? Why does rational persuasion so rarely work when you need it most? Why is ""just be yourself"" the worst possible advice in a world deliberately engineered to produce specific behaviors from people like you? And why does studying influence to get better at deploying it miss the point almost entirely? Essayist Seo Yun Kim isn't interested in giving you more tactics. She's interested in the skill that actually matters: noticing when the tactics are being used on you. Inside these 10 chapters: The 400-Attempt Day - You're being influenced constantly. The first skill is noticing. The Credibility Trap - Credibility isn't built; it's granted. Technique can't fake it. Who's in Your Attic? - The dark triad isn't just other people. Susceptibility and trustworthiness are the same trait. The Soft/Hard Taxonomy Is a Lie - Soft tactics can be more coercive than hard ones, because they're harder to call out. Context Is Doing Half the Work - The most powerful influence move is designing the situation, not improving your pitch. The Theater of the Self - Impression management is more honest than authenticity culture admits. The Ethics of the Close - Selling is just transparent influence. Our discomfort with it is the real problem. Speaking Into the Room - A speech is an experience you design for others. The speaker is the least important person there. The Deal vs. the Relationship - Most negotiation advice optimizes for strangers. That's not who you're negotiating with. The Myth of the Transformational Leader - The four-I framework describes retrospective patterns, not a learnable skill. This is not a persuasion manual. It's what happens when a lifelong learner who has read Cialdini, taken the courses, and still gotten played decides to stop studying influence from the pushing end. If you've taken Kenneth Brown's influence courses through Great Courses or Wondrium-or if you've read Cialdini's Influence and want something that argues with both-Beyond the Pitch is your next chapter.

Full Product Details

9798249349851

Table of Contents

Reviews

Author Information

Tab Content 6

Countries Available