From the author of New York Times bestsellers Contagious and Invisible Influence comes a revolutionary approach to changing anyone’s mind.
Everyone has something they want to change. Marketers want to change their customers’ minds and leaders want to change organizations. Startups want to change industries and non-profits want to change the world. But change is hard. Often, we persuade and pressure and push, but nothing moves. Could there be a better way?
This book takes a different approach. Successful change agents know it’s not about pushing harder, or providing more information, it’s about being a catalyst. Catalysts remove roadblocks and reduce the barriers to change. Instead of asking, “How could I change someone’s mind?” they ask a different question: “Why haven’t they changed already? What’s stopping them?”
The Catalyst identifies the key barriers to change and how to mitigate them. You’ll learn how catalysts change minds in the toughest of situations: how hostage negotiators get people to come out with their hands up and how marketers get new products to catch on, how leaders transform organizational culture and how activists ignite social movements, how substance abuse counselors get addicts to realize they have a problem and how political canvassers change deeply rooted political beliefs.
This book is designed for anyone who wants to change someone’s mind. It provides a powerful way of thinking and a range of techniques that can lead to extraordinary results. Whether you’re trying to change one person, transform an organization, or shift the way an entire industry does business, this book will teach you how to become a catalyst.
Jonah Berger is a marketing professor at the Wharton School at the University of Pennsylvania and is the internationally bestselling author of Contagious and Invisible Influence. He’s published dozens of papers in top-tier academic journals, consulted for a range of Fortune 500 companies (e.g., Google, Apple, and Nike), and popular accounts of his work often appear in places like TheNew York Times, The Wall Street Journal, and Harvard Business Review.