Her research on social influence and the psychology of compliance and consent has been published in top academic journals in psychology, management, and law (e.g., Journal of Personality and Social Psychology, Organizational Behavior and Human Decision Processes, Yale Law Review), and has been covered by numerous media outlets, including The New York Times, The Wall Street Journal, The Economist, and NPR. in psychology from Columbia University and an AB in psychology from Brown University. Vanessa Bohns is an Associate Professor of Organizational Behavior at Cornell’s ILR School. The research Professor Bohns will be presenting is also described in her forthcoming book, You Have More Influence Than You Think, which will be published in September 2021. That lack of awareness can cause us to miss opportunities for influence, or, to be careless with the influence we do wield.
The upshot of this research is that in our search for ways to gain influence, we fail to recognize the influence we have already. Bohns will present research on the misperceptions that make us feel as if we have little impact, when in fact people see us, listen to us, and agree to do things for us more often than we realize-for better and worse. But is this really the case? Professor Bohns’ research suggests that it’s not about the influence we don’t have, but about the influence that we don’t realize we do have. That we think we need some magic something if we want to make an impact.
The popularity of books and articles teaching us how to have influence, confidence, and poise suggests that we are hopelessly underconfident. How We Underestimate Our Own Powers of Persuasion and Why It Matters
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