O'Reilly logo

Clients, Clients, and More Clients by Larina Kase

Stay ahead with the world's most comprehensive technology and business learning platform.

With Safari, you learn the way you learn best. Get unlimited access to videos, live online training, learning paths, books, tutorials, and more.

Start Free Trial

No credit card required

Evoke Positive Emotions

One reason that being likeable and arousing a positive mood is so important is that people tend to be skeptical of a message when they first hear it. Dr. William McGuire of Yale University has extensively researched what makes people believe or disbelieve a message. He found that the most important consideration is the source of the message: you. If someone knows, likes, and trusts you, she will be less skeptical of your message. Another important variable is the mood that the person receiving your message is in. You can impact that too because emotions are contagious.

Emotion is contagious

In Primal Leadership, emotional intelligence researchers Daniel Goleman, Richard E. Boyatzis, and Annie McKee explain how the mood ...

With Safari, you learn the way you learn best. Get unlimited access to videos, live online training, learning paths, books, interactive tutorials, and more.

Start Free Trial

No credit card required