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Members grow influence at New York Metro event

Wednesday, April 15, 2015  
Posted by: Barbara Francella
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Greek philosopher Aristotle offered a formula for influencing people – ethos, logos, pathos or credibility, logic and emotion -- that today's leaders should use to build their own sphere of influence, Risa Mish, faculty director of Cornell University's Johnson Leadership Fellows Program, told more than 200 NEW members and supporters at the NEW New York Metro learning event, April 14, 2015.

"Influential people are perceived as credible, are able to make a logically sound pitch and connect emotionally with the people they are trying to influence," Mish told the crowd at the Liberty House Restaurant in Jersey City, New Jersey. "It's not enough to win over minds, you need to win over hearts. If you want to move up in your company, you need to be perceived as having all these [traits]."

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Of the three, credibility is "by far the most important," Mish said. "The minute your audience perceives you as lacking in credibility, you're done. But the flip side is, if you are perceived as credible, you are given a little leeway on the other two traits."

Mish offered her own formula for credibility: Know who you are, know what you are doing and do what you say you'll do. "It's a simple formula that turns out to be very hard to execute. Most people are walking around with no earthly idea who they are."

Central to knowing who you are is knowing what you value and what you stand for. "The freedom that comes with being clear about what you value is transformative," she said. "You can't be credible without knowing your core values."

Core values are the values you cherish and have chosen for yourself. "I’m not talking about the core values your company puts on its website or on a plaque on the wall," she said.

Core values – such as family, freedom, honesty, loyalty, gratitude, hard work, tolerance and peace – are the values you act upon consistently. "These are the values you have either sacrificed or would sacrifice for."

Addressing emotional intelligence, Mish offered attendees a rapport-building checklist: Smile, eye contact, mirror body language, listening, discovering areas of similarity, identifying the other person's sensory preference and matching your language to that person's sensory preference.

Companies sending delegations to the event included Acosta Sales & Marketing, Altria, Deloitte, Johnson & Johnson, Kraft Foods Group, Mondelēz International, Nestlé Group, PepsiCo Inc., Stop N Shop Supermarket Company, Unilever and Wakefern Food Corporation.


NEW New York Metro Co-Chairs Scott Glovier of CSD Copackers and
Ann Nichols of Stop & Shop celebrate another successful learning event.

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