BIBFRAME Work

Title

The upper hand

Type

• Monograph
• Text

Contribution

• Maroño, Abbie (author)

Subject

• BUSINESS & ECONOMICS / Negotiating (BISACSH)
• Social engineering (LCSH)
• Persuasion (Psychology) (LCSH)

Language

• English

Classification

• LCC: HM668 .M37 2025 (Assigner: dlc) (Status: used by assigner)
• BUS047000
• DDC: 301 (Assigner: dlc)
• BUS012030

Content

• text

Supplementary content

• bibliography
• index

Summary

• "In The Upper Hand, human behavioral scientist and sought-after speaker, advisor, and coach Dr. Abbie Maroño shows you how to influence people and situations in your favor with skill and integrity-and without the need for leverage or coercion"-- Provided by publisher.
• "Learn to get what you want from others and build stronger relationships by replacing coercive tactics with this social science-backed playbook for winning trust. Having leverage-in the form of intelligence, charm, beauty, money, status, or insider knowledge-often gives you an advantage in an interaction. When it doesn't, or when you don't have any, people often turn to tricks and schemes that run the risk of damaging personal relationships. In The Upper Hand human behavioral scientist and sought-after speaker, advisor, and coach Dr. Abbie Maroño shows you how to influence people and situations in your favor with skill and integrity-and without the need for leverage or coercion. Based on principles of prosocial engineering, Dr. Abbie shows you how to build and maintain trust by gaining an understanding of the psychological mechanisms underpinning human decision making. She presents five key truths about the complexity of human behavior that you can count on one hand to give you the upper hand: we are our brains we are driven to survive (by any means necessary) we want to connect and cooperate we have a mind-body feedback loop we want to protect our self-identity By grasping how these truths are at play-and learning to see how they show up differently based on cultural contexts, individual differences, and situational dynamics-you'll be primed to tailor an informed approach to influencing outcomes when it matters most. Personal connections are key to getting what we want-whether moving up in our careers, attracting customers, or maintaining romantic partnerships. The Upper Hand is your indispensable guide to building trust and cooperation on your way to getting what you want, whatever it may be"-- Provided by publisher.

Table of Contents

Part I. Understanding Influence -- Wielding The Upper Hand -- The Dark Side of Social Engineering -- Overcoming Influence Misconceptions -- Part II. Using Influence -- Getting a Grip on The Upper Hand -- Create a Tribe -- Speak Their Language -- Pants Yourself -- Shelve It -- Hold, Don't Squeeze -- The Prosocial Engineer.

Authorized Access Point

Maroño, Abbie. The upper hand

Admin Metadata

• Date: 2026-09-11T20:18:52.471245+00:00
• Agent: cbc
• Status: c
• Derived from: 24091525

Admin Metadata

• Date: 2026-09-11
• Cataloger id: Unknown
• Description level: http://id.loc.gov/ontologies/bibframe-2-6-0/
• Description language: eng
• Description authentication: pcc