Want to build influence?

Less talk. More listen.

It’s counterintuitive, but it works, according to research cited in the November 2012 issue of Scientific American Mind.  Referencing research accomplished at Columbia University, professional colleagues credit you with more authority and insight when you listen more than you speak.

Balance is the key: thoughtful responses based on careful listening reflect genuine engagement. The key takeaway: win trust by paying attention to what others are saying. Then, speak up, not out.