Are you looking to elevate your influence and persuasion skills? Adele Gambardella and Chip Massey join Kevin to discuss the art of persuasion and influence. They delve into the key components of effective convincing, including forensic listening, getting to the unstated narrative, targeted validation, and the convincing continuum. Adele and Chip emphasize the importance of understanding the other person's perception of truth, utilizing predictive statements, and incorporating fear, uncertainty, and doubt (FUD) to guide individuals down the convincing continuum.

Listen For

00:00 Introduction
00:35 Guest Introduction
02:05 Journey to Writing the Book
05:09 Influence vs. Manipulation
08:12 Four Parts to Effective Convincing
10:28 Targeted Validation
16:28 Forensic Listening
20:28 Convincing Continuum
26:28 Convincing from Magicians, Con Artists, and Fortune Tellers
30:46 Recommended Books
32:46 Where to Find More Information
34:36 Conclusion and Action Steps

Meet Chip & Adele

Their Story: Adele Gambardella and Chip Massey are the co-founders of The Convincing Company, a crisis communications and training firm, and co-authors of Convince Me: High-Stakes Negotiation Tactics to Get Results in Any Business Situation. Adele owned an award-winning PR agency in Washington, DC for 15 years, where she served as spokesperson for a variety of Fortune 100 companies, including DuPont, Deutsche Bank, Lockheed Martin, SAP, and Verizon. She has also served as PR strategist, corporate counsel, and crisis management for clients that include the United Nations, Facebook, Johnson & Johnson, and President Biden. She has taught crisis communications and business at Princeton, Cornell, George Mason, and Georgetown, and is a contributor to the Wall Street Journal, Inc., and Entrepreneur. Chip is a former FBI hostage negotiator and special agent. In his 22-year career in the Bureau, he has led high-profile cases, spearheaded the New York FBI Office's Crisis Negotiations Teams, and won the prestigious FBI Directors Award.

This Episode is brought to you by...

Remarkable Masterclasses. Each masterclass is designed to help you become the remarkable leader and human you were born to be. Details on how to get on board for a specific skill or get discounts each month can be found on our website.

Book Recommendations

Convince Me: High-Stakes Negotiation Tactics to Get Results in Any Business Situation by Adele Gambardella, Chip Massey
Atomic Habits: An Easy & Proven Way to Build Good Habits & Break Bad Ones by James Clear
The Mamba Mentality: How I Play by Kobe Bryant

Like this?

Join Our Community

If you want to view our live podcast episodes, hear about new releases, or chat with others who enjoy this podcast join one of our communities below.

Join the Facebook Group
Join the LinkedIn Group