Emily argues that we rarely notice when we’re agreeing with someone because we like them, rather than because their logic is sound. That charismatic coworker? That charming salesperson? That influencer who feels like a friend? You’re not just being social—you’re being influenced.
Your integrity isn’t in your warmth. It’s in your awareness.
The danger isn’t malice. It’s automation. Your brain shortcuts: “I like them → I trust them → I say yes.”
Influence, Chapter 2, Part 4: The Uncomfortable Truth About "Liking" (And Why It’s Not About Being Nice)
Her point: Liking isn’t a leadership tool—it’s a cognitive bias. And when you don’t name it, it runs the table.
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