Sixth Month Detailed Schedule

Weeks 21-24: Phase 2C - Influence & Ethical Persuasion

Phase 2B taught you how to create psychologically safe environments. Phase 2C teaches you how to INFLUENCE within those environments - ethically. Safety is the foundation; influence is the tool you use once safety exists.

How to Use This Schedule

Daily Time Commitment: 30-60 minutes

• Morning option: During baby’s first nap
• Evening option: After baby’s bedtime
• Split option: 15 min morning + 15-30 min evening

Flexibility Rules:

• Miss a day? Just continue where you left off
• Behind schedule? Skip optional items (marked with *)
• Ahead? Move to next day or go deeper on current material

Icons:

• :movie_camera: Video/Course
• :books: Reading
• :headphones: Audiobook-friendly
• :memo: Writing/Reflection
• :wrench: Setup task
• :brain: AI practice
• :zap: Quick task (< 15 min)

Week 21: Influence - The Psychology of Persuasion

Goal: Complete “Influence: New and Expanded” + Master the 7 principles of ethical persuasion

Day 141 (Monday)

Key Definition:

“Influence is the capacity to have an effect on the character, development, or behavior of someone or something.” - But Cialdini’s work is about the AUTOMATIC triggers of influence.

Why This Matters:

• We make thousands of decisions daily using shortcuts
• These shortcuts can be triggered by others (ethically or not)
• Understanding them protects you AND makes you more effective

Day 142 (Tuesday)

Principle 1: Reciprocation

“We feel obligated to repay what another person has provided us.”

How It Works:

• Someone does something for you
• You feel compelled to return the favor
• Even uninvited gifts create obligation

Examples:

• Free samples at the grocery store
• Favors before asking for something
• Gifts before negotiations

Defense:

• Recognize the tactic
• Accept genuine gifts graciously
• Don’t feel obligated by manipulation tactics

Day 143 (Wednesday)

Principle 2: Liking

“We prefer to say yes to people we like.”

What Makes Us Like Someone:

• Physical attractiveness
• Similarity to us
• Compliments
• Familiarity
• Association with good things

Examples:

• Salespeople who find common ground
• Tupperware parties (friends selling to friends)
• Celebrity endorsements

Ethical Application:

• Build genuine rapport
• Find real common ground
• Be authentic, not manipulative

Day 144 (Thursday)

Principle 3: Social Proof

“We look to others to determine correct behavior, especially in uncertain situations.”

How It Works:

• We assume others know something we don’t
• The more people doing something, the more “correct” it seems
• Especially powerful in uncertainty

Examples:

• “9 out of 10 dentists recommend…”
• Customer reviews and testimonials
• “Most popular” labels
• Laugh tracks on TV shows

Defense:

• Notice when you’re following the crowd blindly
• Ask: Is this actually right for ME?
• Be aware of fake social proof

Day 145 (Friday)

Principle 4: Authority

“We follow the lead of credible experts.”

Authority Signals:

• Titles (Dr., Professor, CEO)
• Uniforms (lab coats, suits)
• Trappings (expensive cars, offices)

Examples:

• Doctors’ recommendations
• Expert endorsements
• Certifications and credentials

AI prompt:

Help me identify the authority signals in my field.
- What credentials matter most?
- What signals expertise?
- How can I build legitimate authority?
- How do I recognize fake authority?

Defense:

• Ask: Is this person truly an expert in THIS area?
• Expertise in one domain doesn’t transfer
• Check credentials and track record

Day 146 (Saturday) - Lighter Day

Principle 5: Scarcity

“We want more of what we can have less of.”

How It Works:

• Limited availability increases desire
• Loss aversion: we fear losing more than we value gaining
• Exclusivity feels special

Examples:

• “Only 3 left in stock!”
• “Limited time offer”
• “Exclusive membership”
• “While supplies last”

Defense:

• Pause before urgency-driven decisions
• Ask: Do I actually want this, or just fear missing out?
• Artificial scarcity is a red flag

Day 147 (Sunday) - Review + Transition

Principle 6: Commitment & Consistency

“Once we’ve made a choice, we face pressure to behave consistently with that commitment.”

How It Works:

• Small commitments lead to larger ones
• Public commitments are more binding
• Written commitments are strongest
• We want to appear consistent to ourselves and others

Examples:

• Foot-in-the-door technique
• “Can I count on your vote?”
• Goal-setting that’s made public

Ethical Use:

• Help people commit to their own stated goals
• Use small steps to build toward larger changes
• Be consistent yourself

Week 21 Checkpoint

Before moving to Week 22, you should have:

• Read “Influence” Chapters 1-7
• Created 15+ flashcards on influence principles
• Identified influence tactics you’ve encountered
• Reflected on who you find persuasive
• Obtained “Pre-Suasion”

The 6 Principles So Far:

1. Reciprocation - Give first
2. Liking - Be likeable, find similarity
3. Social Proof - Show others are doing it
4. Authority - Demonstrate expertise
5. Scarcity - Limited availability
6. Commitment/Consistency - Get small yeses first

Week 22: Influence (Complete) + Pre-Suasion

Goal: Complete “Influence” + Start “Pre-Suasion” + Understand the 7th principle

Day 148 (Monday)

Principle 7: Unity (New in 2021)

“We say yes to those we consider ‘one of us’ - part of our identity and tribe.”

Unity vs. Liking:

• Liking: “This person is like me”
• Unity: “This person IS me/us” (shared identity)

Sources of Unity:

• Family (“blood”)
• Place (hometown, country)
• Shared experiences
• Group memberships

Examples:

• “As a fellow parent…”
• “We Slovaks understand…”
• Fraternity/sorority bonds
• Veteran connections

Day 149 (Tuesday)

Influence Audit Exercise: Think of 3 times you said “yes” to something. Which principles were at play?

The Ethics of Influence:

• Using these principles isn’t inherently bad
• Intent matters: helping vs. exploiting
• Transparency vs. manipulation
• Long-term relationships vs. one-time extraction

Day 150 (Wednesday)

The Core Idea of Pre-Suasion:

“The best persuaders become the best through pre-suasion - the process of arranging for recipients to be receptive to a message BEFORE they encounter it.”

Pre-Suasion vs. Persuasion:

• Persuasion: The message itself
• Pre-Suasion: What happens BEFORE the message
• What you focus on first shapes everything after

The Importance of Attention:

• Whatever captures attention seems more important
• First impressions anchor later judgments
• The “opener” matters enormously

Day 151 (Thursday)

Privileged Moments:

• Certain moments are more influential than others
• When attention is naturally heightened
• Windows of opportunity for influence

Attractors of Attention:

• The Sexual
• The Threatening
• The Different
• The Self-Relevant

Magnetizers of Attention:

• What KEEPS attention after it’s captured
• The Unfinished (Zeigarnik effect)
• The Mysterious

Day 152 (Friday)

The Power of Association:

• We transfer feelings from one thing to another
• Environments affect our thoughts and behavior
• Language choice primes reactions

AI prompt:

I need to have an important conversation about [topic].
Help me think about pre-suasion:
- What environment would be most conducive?
- What should I focus on first to set the right frame?
- What language might prime the response I want?
- How can I create the right "opening moment"?

Examples of Pre-Suasion:

• Meeting location choice
• The question you ask first
• What’s on the walls
• Background music

Day 153 (Saturday) - Lighter Day

The Unity Principle Revisited:

• Creating “we” before asking for anything
• Shared identity is the strongest influence
• Acting together builds unity

Best Practices:

• Ethical use of pre-suasion
• Building it into your communication
• Designing influential moments

Day 154 (Sunday) - Review + Transition

Pre-Suasion Summary:

Week 22 Checkpoint

Before moving to Week 23, you should have:

• Finished “Influence” (including Unity chapter)
• Finished “Pre-Suasion”
• Completed Influence Audit
• Understood the 7 principles of influence
• Practiced designing a pre-suasive moment
• Created 20+ flashcards (cumulative)
• Obtained “Never Split the Difference”

The 7 Principles:

1. Reciprocation
2. Liking
3. Social Proof
4. Authority
5. Scarcity
6. Commitment & Consistency
7. Unity

Week 23: Never Split the Difference - FBI Negotiation Tactics

Goal: Complete “Never Split the Difference” + Learn tactical empathy

Day 155 (Monday)

The Core Idea:

“Negotiation is not an act of battle; it’s a process of discovery. The goal is to uncover as much information as possible.” - Chris Voss, former FBI hostage negotiator

Why This Book Matters:

• Real-world tested in life-or-death situations
• Challenges the “win-win” assumptions
• Focuses on emotional intelligence in high-stakes moments

Tactical Empathy:

• Understanding the other side’s feelings AND demonstrating that understanding
• Not agreeing with them, but showing you GET them
• “It seems like…” / “It sounds like…”

Day 156 (Tuesday)

Technique 1: Labeling

“Labeling is a way of validating someone’s emotion by acknowledging it.”

How to Label:

• “It seems like…”
• “It sounds like…”
• “It looks like…”

Why Labeling Works:

• Diffuses negative emotions
• Reinforces positive emotions
• Shows you’re listening
• Gives them words for their feelings

Examples:

• “It seems like you’re frustrated with this process.”
• “It sounds like timing is really important here.”
• “It looks like you’ve had bad experiences before.”

Key Rule: Don’t use “I” - it makes it about you. Use “It seems…”

Day 157 (Wednesday)

Technique 2: Getting to “No”

“No” is not failure. “No” is the start of negotiation.

The Problem with “Yes”:

• Counterfeit Yes: saying yes to get you to go away
• Confirmation Yes: simple affirmation, no commitment
• Commitment Yes: real agreement (rare)

Why “No” is Better:

• “No” makes people feel safe and in control
• “No” is the start of negotiation
• “No” reveals what they really want

How to Get “No”: Instead of: “Do you have a few minutes to talk?” Say: “Is now a bad time to talk?”

Instead of: “Would you agree that…?” Say: “Would it be ridiculous if…?”

Day 158 (Thursday)

Technique 3: Calibrated Questions

Questions that begin with “What” or “How” that give the illusion of control while actually guiding the conversation.

Calibrated Question Examples:

• “How am I supposed to do that?”
• “What’s the biggest challenge you face?”
• “How does this fit into what you’re trying to accomplish?”
• “What would you need to make this work?”

Why They Work:

• Open-ended, require thought
• Put the other person in problem-solving mode
• Buy you time
• Reveal information

AI prompt:

I need to negotiate [situation].
Help me create calibrated questions:
- What "How" questions could I ask?
- What "What" questions would help?
- How can I make them feel in control while I guide?
Let me practice and give feedback.

Day 159 (Friday)

Technique 4: The Accusation Audit

“List every terrible thing your counterpart could say about you, and say them first.”

How It Works:

• Preemptively label their fears/objections
• “You probably think I’m being unreasonable…”
• “This might seem like a waste of time…”
• Defuses the accusation before they make it

Technique 5: Mirroring

Repeat the last 1-3 words (or critical words) they said.

Examples:

• Them: “I’m stressed about the deadline.”
• You: “The deadline?”
• Them: “Yes, the board meeting is Tuesday and…”

Why Mirroring Works:

• Shows you’re listening
• Encourages them to elaborate
• Buys you thinking time
• Extremely simple, extremely powerful

Day 160 (Saturday) - Lighter Day

TED Talk: Never Split the Difference | Chris Voss

The Black Swan:

• Information you didn’t know you needed
• Changes everything when revealed
• Always be searching for it

The Ackerman Model (for price negotiation):

1. Set your target price
2. First offer: 65% of target
3. Calculate three raises: 85%, 95%, 100%
4. Use empathy and different ways of saying “no”
5. Final number should be odd (seems calculated)
6. On final amount, throw in a non-monetary item

Day 161 (Sunday) - Review + Transition

Chris Voss Quick Reference:

Week 23 Checkpoint

Before moving to Week 24, you should have:

• Finished “Never Split the Difference”
• Watched Chris Voss TED Talk or interview
• Practiced labeling in a real conversation
• Created calibrated questions for a negotiation
• Created 25+ flashcards (cumulative)
• Obtained “In Sheep’s Clothing”

Key Insight: These aren’t “tricks” - they’re tools for genuine connection and understanding.

Week 24: In Sheep’s Clothing + Phase 2C Completion

Goal: Complete “In Sheep’s Clothing” + Recognize manipulation + Complete Phase 2C

Day 162 (Monday)

The Core Idea:

“In Sheep’s Clothing” is about recognizing manipulative people who disguise their aggression. Understanding influence also means recognizing when it’s used against you.

Why This Book Matters:

• The previous books teach you ethical influence
• This book teaches you to recognize UNETHICAL influence
• Manipulators exploit the same psychological principles
• Defense requires recognition

Covert-Aggression:

• Aggression hidden under a facade
• Fighting dirty while appearing clean
• Using your conscience against you

Day 163 (Tuesday)

Manipulation Tactics to Recognize:

Day 164 (Wednesday)

Recognizing Manipulation:

• Trust your gut when something feels “off”
• Actions vs. words - watch what they DO
• Pay attention to patterns, not isolated incidents
• Notice when you feel confused, guilty, or doubting yourself

Red Flags:

• Frequent lies or half-truths
• Never takes responsibility
• Always has an excuse
• You feel worse about yourself around them
• Walking on eggshells
• Constantly questioning your own perception

Your Defense:

• Set clear boundaries
• Trust your perceptions
• Don’t try to “fix” or “understand” them
• Limit contact when possible
• Don’t engage in lengthy explanations

Day 165 (Thursday)

AI prompt:

I had an interaction that left me feeling [describe feeling].
Here's what happened: [describe the interaction]
Help me analyze:
- What tactics might have been used?
- Were any manipulation techniques present?
- How could I have responded differently?
- What would healthy boundaries look like here?

The Difference Between:

• Influence: Open about intent, respects your choice
• Persuasion: Uses psychology, but ethical
• Manipulation: Hidden agenda, disregards your wellbeing

Day 166 (Friday)

Your Manipulation Shield:

Write 3-5 strategies you’ll use when you suspect manipulation:

Key Principles:

• You have the right to set boundaries
• “No” is a complete sentence
• You don’t owe explanations to manipulators
• Walking away is always an option
• Trust your instincts

Day 167 (Saturday) - Review Day

TED Talk Options:

• Kelly McGonigal: “How to Make Stress Your Friend”
• Derek Sivers: “How to Start a Movement” (social proof in action)
• Sheena Iyengar: “The Art of Choosing”

Day 168 (Sunday) - Phase 2C Completion + Transition

Phase 2C Reflection Questions

Complete these before moving to Phase 3:

1. Which of Cialdini’s 7 principles do you see most often in your environment?

   • Principle: _______________
   • Example: _______________

2. Think of a time you were persuaded to do something. Which principles were at play?

   • What happened: _______________
   • Principles used: _______________
   • Was it ethical persuasion or manipulation? _______________

3. Design a pre-suasive moment for an important conversation you need to have:

   • The conversation: _______________
   • Environment I’ll choose: _______________
   • What I’ll focus on first: _______________
   • Language I’ll prime with: _______________

4. Pick one Chris Voss technique you want to practice this week:

   • Technique: _______________
   • Situation to use it: _______________

5. Have you encountered manipulation tactics from “In Sheep’s Clothing”?

   • Tactic observed: _______________
   • How you’ll respond differently next time: _______________

6. What’s the difference between influence and manipulation?

   • Your answer: _______________

Week 24 Checkpoint

After Week 24, you should have:

• Finished “In Sheep’s Clothing”
• Created 30+ flashcards (Phase 2C total)
• Practiced at least one negotiation technique
• Completed Phase 2C reflection questions
• Written your “manipulation shield” strategies
• Updated PROGRESS_TRACKER.md

Month 6 Complete!

What You’ve Accomplished

Phase 2C (Weeks 21-24):

• “Influence: New and Expanded” - Robert Cialdini (7 principles)
• “Pre-Suasion” - Robert Cialdini (Setting the stage)
• “Never Split the Difference” - Chris Voss (FBI negotiation)
• “In Sheep’s Clothing” - George K. Simon (Recognizing manipulation)
• TED Talks and interviews
• 30+ flashcards
• Influence audit exercise
• Calibrated questions practice
• Manipulation recognition

Time Invested

• Month 6 Total: ~30-35 hours
• Daily average: ~50 minutes
• Running total: ~170-185 hours

You Now Understand:

• The 7 principles of influence (Cialdini)
• How to set the stage before persuading (Pre-Suasion)
• FBI negotiation tactics for any conversation
• How to recognize and defend against manipulation

Next Steps: Phase 3 Preview

Phase 3: Lead Others

You understand yourself (Phase 1) and others (Phase 2). Now learn to LEAD them.

Phase 3A: Leadership Foundations (Weeks 25-28)

Key insight: Phase 2C taught you influence tools. Phase 3A teaches you when and why to use them - with purpose and integrity.

Continue to Phase 3A: Leadership Foundations

Troubleshooting

”I’m behind schedule”

This is completely normal! Options:

1. Prioritize: If you can only read 2 books: “Influence” + “Never Split the Difference”
2. Audiobooks: All four books are excellent on audio
3. Extend: Take 5-6 weeks instead of 4
4. TED Talks: Cialdini and Voss have great video content

”Influence feels manipulative”

• Remember: The same tool can be used for good or ill
• Intent matters - are you helping or exploiting?
• Transparency and ethics separate influence from manipulation
• Defense against manipulation requires understanding

”Never Split the Difference seems aggressive”

• Chris Voss’s techniques are about UNDERSTANDING, not dominating
• Tactical empathy is genuine empathy with tactical awareness
• The goal is finding solutions, not “winning”
• These tools work in everyday conversations, not just negotiations

”In Sheep’s Clothing is making me paranoid”

• Not everyone is a manipulator
• Most people are genuine
• This book is about recognizing the exceptions
• Trust, but verify - and trust your gut

Quick Reference Card

Daily Routine (30-45 min)

1. Flashcard review (5 min)
2. Main reading (25-35 min)
3. Reflection note (5 min)

Weekly Routine

• Monday-Friday: Main reading
• Saturday: Lighter reading + video content
• Sunday: Review + reflection

Cialdini’s 7 Principles

1. Reciprocation - Give first
2. Liking - Be likeable
3. Social Proof - Others are doing it
4. Authority - Expert credibility
5. Scarcity - Limited availability
6. Commitment/Consistency - Small yeses first
7. Unity - “We” identity

Chris Voss Quick Reference

• Mirror: Repeat last 1-3 words
• Label: “It seems like…”
• Calibrated Questions: “How…?” “What…?”
• Accusation Audit: Name their fears first
• Get to No: Make “no” safe

Manipulation Red Flags

• Never takes responsibility
• You feel worse about yourself
• Actions don’t match words
• You doubt your own perceptions
• Walking on eggshells

Six months complete. You understand yourself (Phase 1), what motivates and influences people (Phase 2), and can create psychological safety while using influence ethically. Phase 3 teaches you to lead others with purpose and integrity.

Continue to Phase 3A: Leadership Foundations

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