Influence at Work

Capture attention, connect with others, convince people to act

Steve J. Martin

From the New York Times bestselling author on the psychology of persuasion: a brilliant new guide to improving your influence at work—and beyond.

To be successful at work you also need to be influential at work.

And to be influential requires an understanding of how the rules of influence work. Not just those mandated by logic, economics, and company policy. But the unspoken rules too. The rules people rarely talk about, but that frequently have an outsized impact on who and what gets listened to and done, and who and what gets ignored. Recognizing and navigating these rules of influence is crucial to your persuasive success.

Influence at Work shows you what these rules are and how to effectively deploy them to command attention, connect with others, win over the skeptics, sway the undecided, and motivate people to act.

The result is a new guide to an age-old subject: what influence is, why it matters, and how to use it wisely and ethically.

Steve Martin is faculty director of behavioral science at Columbia Business School and co-author of several international bestsellers, including Yes! 50 Secrets from the Science of Persuasion—a New York Times, Wall Street Journal, and Business Week bestseller published by Free Press—and Messengers: Who We Listen To, Who We Don't and Why (PublicAffairs). He is also chair of the Global Association of Applied Behavioural Scientists. 

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Endorsements & Reviews

“With his characteristic rigor and clarity, Steve Martin presents a practical and powerful framework for persuasion. This book is an essential read for leaders, managers, and anyone who wants to increase their impact at work.” Daniel H. Pink, #1 New York Times bestselling author of To Sell is Human and The Power of Regret

“Written with skill and humor this accessible and practical book shows how all of us can gain more influence at work and in our personal lives too.” Stephan Meier, Columbia Business School Professor and author of The Employee Advantage

“I love this book. It provokes curiosity every time I pick it up. Steve has a wonderful way of helping you understand how to influence through clear, principle-based thinking. An outstanding resource that I recommend for any leader.” John ‘Mitch’ Mitchell. England Head Coach, RFU

“A comprehensive map for navigating the modern workplace. Clear and evidenced, the book should be required reading for any practising leader.” Alex Aiken, Executive Director, UK Government Communications

“Steve Martin reveals the underlying formula of that most elusive of skills, influence. An extremely practical guide full of precise, actionable steps that anyone can take to become more influential at work.” Vanessa Bohns, Professor of Organizational Behavior, Cornell University and author of You Have More Influence Than You Think

"An absorbing, credible and applicable guide for anyone interested in successfully persuading others. Which is all of us." Senator John Barrasso, M.D., United States Congress

“Imminently practical and evidence-based, this terrific guide will help you wield more influence at work and beyond.” Katy L. Milkman, Professor at the Wharton School and bestselling author of How To Change

"A clever, entertaining jaunt through the unspoken rules which govern influence at work." Camilla Cavendish, Financial Times

“A modern-day manifesto for an age-old and crucial skill. Practical, immediately useable tools to boost your influence without sacrificing your integrity.” James Timpson, CEO of Timpson’s and Sunday Times columnist

"Outstanding. The best account I have seen on how to acquire and employ the highly desirable prize of influence. Engagingly written, evidence-based and ethically sound. This book is superb." Robert B. Cialdini, bestselling author of INFLUENCE: The Psychology of Persuasion