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"The Art of Persuasion Hasn't Changed in 2000 Years" Harvard Business Review


"Persuasion is responsible for generating one-quarter or more of America's total national income."

Author and Harvard University instructor Carmine Gallo outlines the importance persuasion and the timeless insight philosopher Aristotle had on the topic 2000 years ago. Carmine touches on five rhetorical devices from Aristotle's "Rhetoric" in which the Greek philosopher outlines his formula for mastering the art of persuasion.

  1. Ethos or "Character" - if the speaker's actions don't back up their words, they will lose credibility and weaken their argument.

  2. Logos or "Reason" - use data and evidence to make a rational appeal to your audience.

  3. Pathos or "Emotion" - Aristotle believed persuasion could not occur in the absence of emotion. Storytelling is one of the strongest tools for attaching emotion to an idea.

  4. Metaphor - the use of metaphor is how your "new" idea is connected to something familiar for your audience. This is how you make your idea persist in your audience's mind.

  5. Brevity - there is only so much information a person can absorb and retain. Keep things concise and focus on your opening. You will never have their attention as strongly as you do at the beginning.

The skill of being persuasive has never been more valuable. In our economy of knowledge, the ability to sell your idea is one of the most important skills you can develop, and it is a skill that can be learned. Go read the entire article for more insight into the topic and leave your thoughts on persuasiveness below.

Do you have any thoughts on these topics? Please leave a comment below


"ALL FOR ONE" by Andrew Sobel


A primer on Networking. Here are some of his relationship principals:

  • Build your network before you need it.

  • Be truly distinctive. Be interesting

  • Be enthusiastic and generous.

  • Ask, How Can I Help?

  • Focus on the Person, not the position.

  • Have integrity.

  • Be curious.

While most of the information is similar to Ferrazzi, Sobel greatly adds to the debate on how to Network by introducing the concept of a Network Hub. He suggests that , while your network may have 250 people who you know well, there are 25 who are critical: a small group consisting of Colleagues, Collaborators, Clients, Mentors and Influencers. This makes it managing a Network less daunting and easier to do. Well worth the read.

Please feel free to comment on any of these recommendations and suggest other sources that might be helpful.


"THE TRUSTED ADVISOR FIELDBOOK" by Charles H. Green and Andrea P. Howe


Here is a practical handbook for you to examine your abilities in generating partnerships and trust. There are great drills and tests that will force you to consider your perspective. Several key takeaways that you can implement to become The Trusted Advisor

  • Listen. Active listening is key. Don’t listen to respond, listen to inquire.

  • Partnership. What are the keys to success? It is one of perspective, focus on them, not yourself. Be tolerant and delay gratification.

  • Take risks. “The best way to reduce risk in a relationship is to take risk in a relationship.” “Risk taking naturally increases intimacy which increases trust.”

Please feel free to comment on any of these recommendations and suggest other sources that might be helpful.


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