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How Highly Effective People Speak: How High Performers Use Psychology to Influence With Ease
Why do we think what we think? Think we know what we think we know? Believe what we believe? Like what we like? Do what we do?
Why do others trust or distrust us? Respect or disrespect us? Listen to or ignore us? Reach out to or neglect us? Like or dislike us? Praise or slander us? Believe or doubt us? That's not all...
Why do others follow our lead or stand in our way? Give us opportunities or send them elsewhere? Support our striving for success and appreciate our message or toss it – and us – aside? Decades of cutting-edge (but unheard-of) scientific research presents an answer...
Because hidden, little-known secrets of psychology influence everything about us...
Neglecting them is swimming upstream. You can't change minds, win friends, or influence people. You can't earn undivided attention or get the respect you deserve. You undermine your professional image, stagnate your career, and destroy your confidence until communication makes you anxious.
You don't deserve this. Neither did I. I remember wondering, "Why do people never support my ideas? Why am I drowning in a sea of 'sorry, maybe later' (AKA never)? Why have I stopped succeeding?" Luckily, everything changed when I answered one question...
What are the communication habits of highly effective people?
It comes down to one Highly effective people speak how the human mind evolved to interpret information. The result? They easily persuade and instantly influence, turning communication from an obstacle into an opportunity. They enrich their careers, get more done, and advance with stunning speed.
They impact and inspire others, rising to positions of leadership. They quickly succeed, excel with ease, and shape the world. They attract support, feel confident, and smash goal after goal. Who are they? Presidents and CEOs; top-performers and respected professionals; leaders and visionaries.
And here's my question to
Will you be one of them?
In How Highly Effective People Speak, you'll discover 194 communication habits of highly effective people (proven by 57 scientific studies)
How to get more done with less effort by influencing others to support youHow to attract others (instead of turning them away and seeming unfriendly) with the correct type of body languageHow to make people systematically, predictably, and reliably overweigh your opinion by activating the availability biasHow to charge more or pay less (for the same product) and win every negotiation with the anchoring effectHow to effortlessly make others want something by activating one little-known cognitive bias (called "essential" by billionaire investor Charlie Munger, partner to Warren Buffet)How to lead with ease and reliably influence teams by using the contrast effectHow to effortlessly speak with memorable eloquence by applying 2,000-year-old secrets of powerful languageHow to ace every interview, meeting, and presentation with ease by activating agent detection biasHow to quickly diffuse all objections by activating the little-known (but extremely powerful) zero-risk biasHow to make people believe something even if they think the exact opposite with the illuso
Why do others trust or distrust us? Respect or disrespect us? Listen to or ignore us? Reach out to or neglect us? Like or dislike us? Praise or slander us? Believe or doubt us? That's not all...
Why do others follow our lead or stand in our way? Give us opportunities or send them elsewhere? Support our striving for success and appreciate our message or toss it – and us – aside? Decades of cutting-edge (but unheard-of) scientific research presents an answer...
Because hidden, little-known secrets of psychology influence everything about us...
Neglecting them is swimming upstream. You can't change minds, win friends, or influence people. You can't earn undivided attention or get the respect you deserve. You undermine your professional image, stagnate your career, and destroy your confidence until communication makes you anxious.
You don't deserve this. Neither did I. I remember wondering, "Why do people never support my ideas? Why am I drowning in a sea of 'sorry, maybe later' (AKA never)? Why have I stopped succeeding?" Luckily, everything changed when I answered one question...
What are the communication habits of highly effective people?
It comes down to one Highly effective people speak how the human mind evolved to interpret information. The result? They easily persuade and instantly influence, turning communication from an obstacle into an opportunity. They enrich their careers, get more done, and advance with stunning speed.
They impact and inspire others, rising to positions of leadership. They quickly succeed, excel with ease, and shape the world. They attract support, feel confident, and smash goal after goal. Who are they? Presidents and CEOs; top-performers and respected professionals; leaders and visionaries.
And here's my question to
Will you be one of them?
In How Highly Effective People Speak, you'll discover 194 communication habits of highly effective people (proven by 57 scientific studies)
How to get more done with less effort by influencing others to support youHow to attract others (instead of turning them away and seeming unfriendly) with the correct type of body languageHow to make people systematically, predictably, and reliably overweigh your opinion by activating the availability biasHow to charge more or pay less (for the same product) and win every negotiation with the anchoring effectHow to effortlessly make others want something by activating one little-known cognitive bias (called "essential" by billionaire investor Charlie Munger, partner to Warren Buffet)How to lead with ease and reliably influence teams by using the contrast effectHow to effortlessly speak with memorable eloquence by applying 2,000-year-old secrets of powerful languageHow to ace every interview, meeting, and presentation with ease by activating agent detection biasHow to quickly diffuse all objections by activating the little-known (but extremely powerful) zero-risk biasHow to make people believe something even if they think the exact opposite with the illuso
365 pages, Kindle Edition
Published May 29, 2020
745 people are currently reading
1837 people want to read
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Displaying 1 - 25 of 25 reviews
February 24, 2023
I picked this up because it was on the DoS FSOT recommended reading list. I am deeply confused why it was included.
There are a few insights, but the book is primarily practical, common sense advice. The back cover touts that the book includes “57 revolutionary (but little-known) psychological studies.” However, there are no real citations. A few parenthetical citations are given without connection to full citations. In some places, the author mentions a study or claims a technique is “proven”. There isn’t any evidence to back these claims if no citations are given.
Mix in the weird format, the awful graphics, the repetition, the exclusive use of speeches given by men (and advice to use a deep voice that betrays deep masculine bias), the constant unsupported references to evolution, the author’s arrogance and his lack of demonstrable credentials aside from citing high school/college debate competitions. This book is not worth your time.
There are a few insights, but the book is primarily practical, common sense advice. The back cover touts that the book includes “57 revolutionary (but little-known) psychological studies.” However, there are no real citations. A few parenthetical citations are given without connection to full citations. In some places, the author mentions a study or claims a technique is “proven”. There isn’t any evidence to back these claims if no citations are given.
Mix in the weird format, the awful graphics, the repetition, the exclusive use of speeches given by men (and advice to use a deep voice that betrays deep masculine bias), the constant unsupported references to evolution, the author’s arrogance and his lack of demonstrable credentials aside from citing high school/college debate competitions. This book is not worth your time.
February 6, 2025
This book provided some insight but yet no reference page. Where is your source bro???
January 21, 2024
In "How Highly Effective People Speak: How High Performers Use Psychology to Influence With Ease" by Peter Andrei, the author explores the art of highly effective communication by delving into the psychology of influence. The book focuses on five cognitive biases, discussing their implications and providing real-life examples to illustrate their effectiveness in communication. Here's a summary of the biases covered:
1. The Availability Bias: People tend to overweigh the significance of information that is easily recalled. Make your message memorable by packaging information as visual and emotionally arousing stories. Emphasize characters, drama, and natural conflicts to tap into the emotional charge of your message.
2. The Contrast Effect: Presenting the subject of a message in stark opposition to another to create a powerful impact. Use antithesis in your communication, contrasting alternatives to your recommendation. Clearly outline alternatives and show your recommendation as superior to them. Acknowledge other options to build trust with your audience.
3. The Zero-Risk Bias: People prefer scenarios with zero risk over scenarios with a chance of uncertainty, even if the latter offers a larger potential upside. Offer guarantees or pledges that reduce perceived risks. Highlight risk-free metrics, such as a 0% chance of transaction failure, to make your message more appealing. Consider what promises you can realistically make to address the audience's concerns.
4. The Halo Effect: The tendency to assign additional positive or negative qualities to a person or object based on the first impression. Ensure your first contact is impressive, both in context and through direct inputs. Pay attention to your voice, body language, appearance, and choice of words. Weave humility and respect into your communication to create a positive first impression.
5. Attribute Substitution: When faced with a complex decision, our brains substitute it with a simpler question and apply the answer to the complex problem. Present a shared worldview to your audience to make your message relatable. Tie yourself and your statements to evidence or trusted organizations to build credibility. Consider ways to simplify complex information and provide indicators that your message is important and accurate.
The author suggests that effective communicators can influence others by understanding and leveraging these cognitive biases. Mastery of these biases can set you apart as a communicator and make your message more compelling and influential.
1. The Availability Bias: People tend to overweigh the significance of information that is easily recalled. Make your message memorable by packaging information as visual and emotionally arousing stories. Emphasize characters, drama, and natural conflicts to tap into the emotional charge of your message.
2. The Contrast Effect: Presenting the subject of a message in stark opposition to another to create a powerful impact. Use antithesis in your communication, contrasting alternatives to your recommendation. Clearly outline alternatives and show your recommendation as superior to them. Acknowledge other options to build trust with your audience.
3. The Zero-Risk Bias: People prefer scenarios with zero risk over scenarios with a chance of uncertainty, even if the latter offers a larger potential upside. Offer guarantees or pledges that reduce perceived risks. Highlight risk-free metrics, such as a 0% chance of transaction failure, to make your message more appealing. Consider what promises you can realistically make to address the audience's concerns.
4. The Halo Effect: The tendency to assign additional positive or negative qualities to a person or object based on the first impression. Ensure your first contact is impressive, both in context and through direct inputs. Pay attention to your voice, body language, appearance, and choice of words. Weave humility and respect into your communication to create a positive first impression.
5. Attribute Substitution: When faced with a complex decision, our brains substitute it with a simpler question and apply the answer to the complex problem. Present a shared worldview to your audience to make your message relatable. Tie yourself and your statements to evidence or trusted organizations to build credibility. Consider ways to simplify complex information and provide indicators that your message is important and accurate.
The author suggests that effective communicators can influence others by understanding and leveraging these cognitive biases. Mastery of these biases can set you apart as a communicator and make your message more compelling and influential.
January 21, 2024
In short, a genius book on behavioural economics: cognitive bias, the availability bias, the contrast effect, the zero-risk bias, the halo effect and attribute substitution. Def needs a re-read later on to keep this info fresh in my mind.
General notes:
- We often think of the ability to speak compellingly and charismatically as something we’re either blessed to be born with or doomed to suffer life without. Yet, this isn’t entirely the case.
The availability bias:
- Means that even if we’ve encountered an objective statistic on a subject, it will do us little good if we can’t recollect it quickly. Instead, our brains jump to a single – and therefore, inherently limited – example, most likely a vivid or compelling anecdote. You can tap into the power of the availability bias by making your message memorable. “emotionally-charged man vs. shark” narrative is significantly more persuasive than presenting a statistic smorgasbord = emotional wins over accuracy.
The contrast effect:
- Ronald Reagan’s “A Time for Choosing” speech starts by making some clear distinctions. “You and I are told increasingly we have to choose between a left or right. Well, I’d like to suggest there is no such thing as a left or right. There’s only an up or down – [up] man’s old-aged dream, the ultimate in individual freedom consistent with law and order, or down to the ant heap of totalitarianism.” It’s not for nothing that Reagan didn’t just describe the “up” or the “ultimate in individual freedom,” but rather, also included reference to the “down” and the “ant heap of totalitarianism.”
- “Up” is portrayed against “down,” the “ultimate in individual freedom” against the “ant heap of totalitarianism.”
The zero-risk bias:
- Studies have shown that we experience twice as much suffering from a loss than pleasure from an equal gain.
- For instance, say you’ve started a new, exciting, ethical investment portfolio you genuinely believe will benefit all parties involved. In this scenario, a 100 percent money-back guarantee wouldn’t make sense and it would be unrealistic to suggest that ROI is assured.
- For example, can you underscore the 0 percent chance of transaction failure, being kept on hold for more than five minutes, or investment in nonethical businesses? Although these metrics are secondary to the ultimate return, the zero-risk bias will activate nonetheless. Of course, you don’t want to make promises you can’t keep, but it’s certainly worth foregrounding the ones you can.
The halo effect:
- Before John F. Kennedy could put an American man on the moon, he had to give the speech that would get him here. And he did, at Rice University in 1962.
- What’s striking about this speech – especially the introductory comments – is the abundance of compliments and pleasantries Kennedy litters these first minutes with. He’s only two sentences in when he praises the college “noted for knowledge, in a city noted for progress, in a State noted for strength.” Why did the leader of the nation feel compelled to be so effusive?
- When we observe a positive quality in a person or object in our first encounter, our brains tend to assign other – albeit unobserved – positive characteristics to that individual or item, too.
- The “reverse” halo effect also holds true. If we perceive a person or object to possess negative qualities in our initial introduction, we’ll assign them or it a host of additional negative characteristics.
Attribute substitution:
- If presented with a complex, cognitively demanding decision, our brains seek to conserve energy by substituting the challenging proposition with a “good enough” stand-in. We then apply the answer to the simpler, less cognitively taxing question to the difficult one.
- For instance, it’s generally easier to answer “What do I think of this person?” than “What do I think of their message?”. Call to mind someone you already oppose. How likely are you to agree with what they say? Exactly.
- People gravitate toward those who mirror their thoughts and opinions, so take the time to understand who your listeners are and how they perceive the world. The more you can meet them where they are, the more persuasive your message will seem.
General notes:
- We often think of the ability to speak compellingly and charismatically as something we’re either blessed to be born with or doomed to suffer life without. Yet, this isn’t entirely the case.
The availability bias:
- Means that even if we’ve encountered an objective statistic on a subject, it will do us little good if we can’t recollect it quickly. Instead, our brains jump to a single – and therefore, inherently limited – example, most likely a vivid or compelling anecdote. You can tap into the power of the availability bias by making your message memorable. “emotionally-charged man vs. shark” narrative is significantly more persuasive than presenting a statistic smorgasbord = emotional wins over accuracy.
The contrast effect:
- Ronald Reagan’s “A Time for Choosing” speech starts by making some clear distinctions. “You and I are told increasingly we have to choose between a left or right. Well, I’d like to suggest there is no such thing as a left or right. There’s only an up or down – [up] man’s old-aged dream, the ultimate in individual freedom consistent with law and order, or down to the ant heap of totalitarianism.” It’s not for nothing that Reagan didn’t just describe the “up” or the “ultimate in individual freedom,” but rather, also included reference to the “down” and the “ant heap of totalitarianism.”
- “Up” is portrayed against “down,” the “ultimate in individual freedom” against the “ant heap of totalitarianism.”
The zero-risk bias:
- Studies have shown that we experience twice as much suffering from a loss than pleasure from an equal gain.
- For instance, say you’ve started a new, exciting, ethical investment portfolio you genuinely believe will benefit all parties involved. In this scenario, a 100 percent money-back guarantee wouldn’t make sense and it would be unrealistic to suggest that ROI is assured.
- For example, can you underscore the 0 percent chance of transaction failure, being kept on hold for more than five minutes, or investment in nonethical businesses? Although these metrics are secondary to the ultimate return, the zero-risk bias will activate nonetheless. Of course, you don’t want to make promises you can’t keep, but it’s certainly worth foregrounding the ones you can.
The halo effect:
- Before John F. Kennedy could put an American man on the moon, he had to give the speech that would get him here. And he did, at Rice University in 1962.
- What’s striking about this speech – especially the introductory comments – is the abundance of compliments and pleasantries Kennedy litters these first minutes with. He’s only two sentences in when he praises the college “noted for knowledge, in a city noted for progress, in a State noted for strength.” Why did the leader of the nation feel compelled to be so effusive?
- When we observe a positive quality in a person or object in our first encounter, our brains tend to assign other – albeit unobserved – positive characteristics to that individual or item, too.
- The “reverse” halo effect also holds true. If we perceive a person or object to possess negative qualities in our initial introduction, we’ll assign them or it a host of additional negative characteristics.
Attribute substitution:
- If presented with a complex, cognitively demanding decision, our brains seek to conserve energy by substituting the challenging proposition with a “good enough” stand-in. We then apply the answer to the simpler, less cognitively taxing question to the difficult one.
- For instance, it’s generally easier to answer “What do I think of this person?” than “What do I think of their message?”. Call to mind someone you already oppose. How likely are you to agree with what they say? Exactly.
- People gravitate toward those who mirror their thoughts and opinions, so take the time to understand who your listeners are and how they perceive the world. The more you can meet them where they are, the more persuasive your message will seem.
Want to read
May 25, 2023Effective communication, according to Peter D. Andrei, is more of a science than most people think. Persuasive speech is a complex craft that can be studied and learned, and its strategies can be broken down and used by anyone. In How Highly Effective People Speak, he shares the basic strategies of powerful communication, teaching you how to speak with eloquence and persuasion by tapping into patterns of thinking that affect human behavior and perception.
In our guide, we’ll examine Andrei’s argument that if you understand cognitive biases (how people tend to receive information and make decisions), you can convey your message in the most efficient and effective way possible. To do this, we’ll explore some of the most powerful and influential biases you can use to make your communication more persuasive. Then, we’ll explain Andrei’s strategies and how to practice them, and we’ll compare them to those of other communication experts.
In our guide, we’ll examine Andrei’s argument that if you understand cognitive biases (how people tend to receive information and make decisions), you can convey your message in the most efficient and effective way possible. To do this, we’ll explore some of the most powerful and influential biases you can use to make your communication more persuasive. Then, we’ll explain Andrei’s strategies and how to practice them, and we’ll compare them to those of other communication experts.
May 17, 2023
Like many others, I picked up this book based on its high rating and the fact it is on several recommended reading lists. This book is chaotic at best. The messaging is incoherent, and the pages are overstimulating because as much information as possible is crammed into them (hello, you're teaching people how to present information, and this book is a nightmare example of how not to do that).
If you look at the content, it's not terrible, but most of it is recycled without any citations. There are lots of quotes but minimal context. I felt super frustrated within the first few pages of this book.
I give presentations for a living, and this book is not helpful. I suggest something like Weekend Language. That is what I was hoping to get out of this, and I was very disappointed.
If you look at the content, it's not terrible, but most of it is recycled without any citations. There are lots of quotes but minimal context. I felt super frustrated within the first few pages of this book.
I give presentations for a living, and this book is not helpful. I suggest something like Weekend Language. That is what I was hoping to get out of this, and I was very disappointed.
January 5, 2022
Very good book. But the technical names were a bit tiresome. In addition, the references, instead of being added in an appendix, the references were quoted within the text. The research references were taken from independent studies and, though the content was valuable, distracted from the ease of reading.
At the end of the book, the author provides a link to a website that is no longer active as well. (I understand that website URL's change over time... not a problem there). But a Google search turned nothing up but links to his books. No other information on contacting the author.
At the end of the book, the author provides a link to a website that is no longer active as well. (I understand that website URL's change over time... not a problem there). But a Google search turned nothing up but links to his books. No other information on contacting the author.
December 31, 2022
Speaking Effectively
This book is excellent. In places it is difficult to read because the author is so skilled in the subject that the content appears overwhelming. I am a lay speaker and I am always looking for additional information and tools to put in my speaking and vocabulary toolboxes.
Like Economics and other College courses, the subject can be dry and mundane unless you are a student of and enamoured by the spoken word.
I recommend the book.
WLM
SC
This book is excellent. In places it is difficult to read because the author is so skilled in the subject that the content appears overwhelming. I am a lay speaker and I am always looking for additional information and tools to put in my speaking and vocabulary toolboxes.
Like Economics and other College courses, the subject can be dry and mundane unless you are a student of and enamoured by the spoken word.
I recommend the book.
WLM
SC
January 21, 2024
Summary:
Effective communicators understand how humans naturally absorb information – and speak accordingly. Fortunately, anyone can earn this influence through mastery of the theoretical and tactical underpinnings of behavioral economics.
The availability bias, contrast effect, zero-risk bias, halo effect, and attribute substitution are all examples of cognitive biases you can wield for good. Even tapping into one will separate you – and your message – from the pack.
Effective communicators understand how humans naturally absorb information – and speak accordingly. Fortunately, anyone can earn this influence through mastery of the theoretical and tactical underpinnings of behavioral economics.
The availability bias, contrast effect, zero-risk bias, halo effect, and attribute substitution are all examples of cognitive biases you can wield for good. Even tapping into one will separate you – and your message – from the pack.
January 21, 2024
Effective communicators understand how humans naturally absorb information – and speak accordingly. Fortunately, anyone can earn this influence through mastery of the theoretical and tactical underpinnings of behavioral economics.
The availability bias, contrast effect, zero-risk bias, halo effect, and attribute substitution are all examples of cognitive biases you can wield for good. Even tapping into one will separate you – and your message – from the pack.
The availability bias, contrast effect, zero-risk bias, halo effect, and attribute substitution are all examples of cognitive biases you can wield for good. Even tapping into one will separate you – and your message – from the pack.
January 21, 2024
Learn to become a highly effective speaker.
the secret behind highly effective communication is rather straightforward:
influential speakers convey their messages how humans are wired to receive them.
Simply put, they understand the behavioral economics behind how we take in information and, crucially, act as a result.
Essentially, it’s only a grasp of a handful of cognitive biases that stands between you and the successful, highly effective speaker you want to be.
the secret behind highly effective communication is rather straightforward:
influential speakers convey their messages how humans are wired to receive them.
Simply put, they understand the behavioral economics behind how we take in information and, crucially, act as a result.
Essentially, it’s only a grasp of a handful of cognitive biases that stands between you and the successful, highly effective speaker you want to be.
This entire review has been hidden because of spoilers.
June 15, 2024
I love this type of book. Similar to the book by Jay Heinrichs, Thank you for arguing. Some new ideas and angles. My only complaint is he failed in how he got the info across. Very haphazard, I felt , and at times not elaborating on some topics and examples.
The presidential speeches could have benefited by some highlighting or pointing out what may be obvious to the author but not always in context to a modern reader.
The presidential speeches could have benefited by some highlighting or pointing out what may be obvious to the author but not always in context to a modern reader.
January 10, 2025
I expected an expert communicator to communicate his message better.
Way too much fluff and repetition. The author presents good advice as groundbreaking insights. He spends more time talking about how good his material is than explaining it.
Pitches for other books in the series come before much of the material is presented. Probably a smart move on his part because I gave up before I got to the end.
Way too much fluff and repetition. The author presents good advice as groundbreaking insights. He spends more time talking about how good his material is than explaining it.
Pitches for other books in the series come before much of the material is presented. Probably a smart move on his part because I gave up before I got to the end.
July 22, 2025
Great book if you struggle with public speaking, it does give you a step-by-step on how to be a more confidence speaker. breaking down techniques used by top speakers, leaders, and influencers. The book gives specific tools and strategies to help you speak clearly, persuasively it’s great for young or old people who just wants to feel more confident while speaking with other
April 20, 2022
Book was very detailed. A bit harder to read and covered a ton of topics. Made me think. Proved how the ability to speak well can manipulate people. I have a co worker that is very polished with how he speaks but delivers nothing. However he has management in the palm of his hands.
September 2, 2024
Quick read. I would recommend it. Using psychology to communicate when knowing how we interpret and take in is a cogent argument and the examples Peter takes us through are clear. Great read. I wish there was more meat to this but overall a solid read.
August 25, 2021
A psychological study on how and why marketing works. I was hoping for tips on public speaking.
April 2, 2022
excellent content but a chore to read
The content is insightful but the organization and style is a bit of a chore to get through. Like a dictionary
The content is insightful but the organization and style is a bit of a chore to get through. Like a dictionary
May 23, 2023
Good but difficult
It’s requiere a little bit of Knowledge about topics but it’s good for studying. I think It’s not a light reading!
It’s requiere a little bit of Knowledge about topics but it’s good for studying. I think It’s not a light reading!
December 13, 2023
How highly effective people speak is, evidently, not how highly effective people write.
January 12, 2025
I don’t this is how highly effective people write a book. Read more like an infomercial than a book to help people become better communicators.
September 27, 2021
Too repetitive. Author repeats himself over and over
March 26, 2025
Did you notice that the author has no college degree? Amazing for someone who claims to have written 17 books
August 11, 2024
Yeah. It's ok. Covering the basics that have been said many times before
Displaying 1 - 25 of 25 reviews