Tali Sharot

2019 Session | Influence: Leadership That Changes Minds

Click Play below to listen to this session from the 2019 conference.

The ability to influence others is a fundamental leadership skill. But how skilled are we at this role? It turns out that many of our instincts―from relying on facts and figures to shape opinions, to insisting others are wrong or attempting to exert control―are ineffective because they are incompatible with how the human mind operates. Neurologist Tari Sharot shares how to avoid these pitfalls, and how an attempt to change beliefs and actions is only successful when it is well-matched with the core elements that govern the human brain. She reveals the critical role of emotions in influence, the weakness of data, and the power of curiosity. Relying on the latest research in neuroscience, behavioral economics, and psychology, this workshop provides fascinating insight into the complex power of influence in the workplace and beyond. Read More

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Yes, You Can Change People’s Minds

Your group has always done things one way. You think you have a better way. How to sway them to your side?

You probably think data is the answer, but that’s unlikely to be enough to win over minds. Consider all the evidence of climate change and the many people who remain unconvinced by it.

“Data is important to uncover the truth, but it is not enough to convince people of that truth,” says Tali Sharot, Ph.D., a professor of cognitive neuroscience at the University College London and author of The Influential Mind: What the Brain Reveals About Our Power to Change Others. “When you show people data that goes against what they believe or what they want to believe, their brains shut down, metaphorically speaking, and don’t absorb what you’re saying.” Read More

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