In the book Compelling People: The Hidden Qualities That Make Us Influential , authors John Neffinger and Matthew Kohut argue that personal influence is built on the balance of two core qualities: and Warmth . Strength is the root of respect, while warmth is the root of affection. Core Framework: Strength vs. Warmth
We judge others almost instantly based on these two criteria, often within a tenth of a second. Compelling People: The Hidden Qualities That Ma...
: Slower, enunciated speech can emphasize key points (strength), while using inclusive words like "we" builds rapport (warmth). In the book Compelling People: The Hidden Qualities