When Danny Meyer, the restaurateur behind famous eateries like the Union Square Cafe and Gramercy Tavern, came to speak at Yale School of Management, he suggested a new frame. “You’re all in the hospitality business,” he

This secret is based on the third paradox of charisma. To connect with many people, connect with one.

One of the simplest and most surprising influence hacks is that if you ask people how to influence them, they will often tell you.

To go deeper, you can listen for what they’re feeling,

The Gator is responsible for every cognitive process that’s quick and requires negligible attention. This includes emotions, snap judgments, pattern recognition, and any behavior that has become easy or habitual through practice, like reading.

The root of the word “influence” is the Latin influere, “to flow in.” As a river. A current. Your influence flows from other people, and to other people, and from them to others, and on and on. Sometimes you’re aware of those who lifted you up or helped inspire your great ideas, sometimes not. Sometimes you’re aware of your own ripple effects,

System 2, on the other hand, is conscious and rational, like a judge who deliberates on one case at a time, listening to arguments and carefully weighing the evidence. We

The Customer Effort Score doesn’t measure actual effort; it measures perceived effort, which matters at least as much.

My motive here is both generous and selfish. It’s generous because feeling in control makes people happier. It’s also selfish because, as we’ve discussed, making it more comfortable for people to say no makes them more willing to say yes. This