Competence does not speak for itself! You can't simply display it; you have to draw people's attention to it. World-renowned negotiation and deception detection expert, business professor, and mentalist Jack Nasher offers effective, proven techniques to convince others that we are talented, trustworthy, and yes, even brilliant. Nasher offers the example of Joshua Bell, possibly the world's most famous violinist. In January 2007, at rush hour, he stepped into a Washington, DC, subway station, dressed like any street busker, and began to play a $4,000,000 Stradivarius. It was part of an experiment staged by a journalist of the Washington Post, who expected Bell's skill alone to attract an immense, awed crowd. But Bell was generally ignored, and when he stopped, nobody applauded. He made $34.17.The good news is that you don't have to accept obscurity: you can positively affect others' perception of your talent. Whether you're looking for work, giving an important presentation, seeking clients or customers for your business, or vying for a promotion, Nasher explains how to use techniques such as expectation management, verbal and nonverbal communication, the Halo Effect, competence framing, and the power of nonconformity to gain control of how others perceive you. Competence is the most highly valued professional trait. But it's not enough to be competent, you have to convey your competence. With Nasher's help you can showcase your expertise, receive the recognition you deserve, and achieve lasting success.

CHAPTER 1 PERCEIVED COMPETENCEThe Actual Effect of Success and FailureThe Assessment ProblemA Question of TechniqueThe Self-Fulfilling ProphecyCHAPTER 2 GREAT EXPECTATIONSSetting high expectations and confirming themHow to take away the others' fearEffects of modesty vs. braggingPriming yourselfCHAPTER 3 GOOD AND BAD NEWS How to optimally present good newsHow to optimally present bad newsUsing the Primacy Effect CHAPTER 4 COMPETENCE FRAMING Difficulty level, luck, effort: the perceived factors responsible for a resultManipulating their perceptionNo effort - being a natural (apparently) CHAPTER 5 VERBAL COMMUNICATIONThe surprising effects of elocution, volume and speedThe effect of accents and dialects"Power Talking" vs. "Powerless Speech patterns"CHAPTER 6 NONVERBAL COMMUNICATION The ideal distanceEye contact and (no) smilesThe "competent" stance / sitting position The Dr. Fox EffectCHAPTER 7 LIKING AND ATTRACTIVENESSHow to use a generalized Halo EffectThe effect of likeability3 Scientific tools to ingratiate yourselfThe effect of physical attractivenessThe face, the body and what really mattersCHAPTER 8 STATUSThe effect of perceived statusThe "Habitus" and universal competenceHow to display a high level of educationUsing clothing and accessoriesThe effect of being different ("nonconformity")BIRCing - basking in reflected competence