Brian Ahearn is Behavioral Grooves’ first repeat guest. (He was first featured in Episode 39: The Heart of Reciprocity.) We recently reconnected with him to discuss his new book, Influence PEOPLE. The book explores the science behind the influence process – what drives people to take the actions you want them to take, without manipulation or trickery. The book is about changing people's behavior. Positive thoughts, and even agreement from others, only go so far – and seldom lead to a change in behavior. Our conversation with Brian focused on specific ways to make that happen.Brian’s book is not intended as an academic replay of all the aspects of the science of persuasion. While the science is foundational, the book focuses on the practical aspects of application with lots of great examples and case studies, many of them from Brian’s personal experiences. We recommend you check it out if you’re uninterested in the science but care deeply for the “how-to” part of the story.We also returned to music and revisited Brian’s eclectic playlists. We focused on his predilection to combine Frank Sinatra and Coldplay into a single “clean” playlist that he uses in client workshops and presentations.In our grooving session, we discussed whether the tool can be held accountable or is it only the user of the tool? And are you familiar with the Wilhelm Scream? Listen in to find out.For those of you listening before October 2019, Kurt and Tim will be celebrating our podcast’s 100th episode in Philadelphia at the Pennsylvania Academy of Performing Arts on October 17th. Our lead guest will be Annie Duke. Links Brian Ahearn: https://www.influenceatwork.com/about/trainers/brian-ahearn/Influence PEOPLE: https://www.amazon.com/Influence-PEOPLE-Powerful-Everyday-Opportunities/dp/1733178503Daniel Kahneman: https://en.wikipedia.org/wiki/Daniel_KahnemanRobert Cialdini: https://en.wikipedia.org/wiki/Robert_CialdiniDan Ariely: https://en.wikipedia.org/wiki/Dan_ArielyEllen Langer study: https://www.psychologytoday.com/us/blog/brain-wise/201310/the-power-the-word-because-get-people-do-stuffRecord Store: https://en.wikipedia.org/wiki/Record_shopMichael Kerrison: https://www.linkedin.com/in/mike-kerrison-760a778/ 100th Episode Meetup in Philadelphia on October 17, 2019: https://www.meetup.com/Philadelphia-Behavioral-Science-Meetup-Group/Kurt Nelson: @motivationguru Tim Houlihan: @THoulihanCheck out the Behavioral Grooves website: https://behavioralgrooves.com/ Artists Hamilton: https://www.youtube.com/watch?v=b5VqyCQV1TgQueen, Bohemian Rhapsody: https://www.youtube.com/watch?v=vsl3gBVO2k4Frank Sinatra: https://en.wikipedia.org/wiki/Frank_Sinatra Coldplay: https://en.wikipedia.org/wiki/ColdplayBoston: https://en.wikipedia.org/wiki/Boston_(band)Johnny Cash: https://en.wikipedia.org/wiki/Johnny_CashMinistry: https://en.wikipedia.org/wiki/Ministry_(band)