But there was another factor that gave him the slightest edge. Theres something that separates Dave Walton from other distinguished lawyersand its something that he shares with former GE CEO Jack Welch, Vice President Joe Biden, singer Carly Simon, 20/20 anchor John Stossel, actor James Earl Jones, and Bill Walton of the Portland Trail Blazers, who is now a basketball announcer. They all stutter. Stuttering is a speech disorder that affects about 1 percent of the population. Growing up, Dave Walton was teased and ridiculed for stuttering. When he graduated from college, he applied for a sales job, but was turned down. The interviewer told him he would never make it in sales because of his stutter, his wife Mary says. When Dave decided to apply to law school, many of his friends and family members raised their eyebrows, hoping he wouldnt have to do any public speaking. In law school, it seemed that their fears were prescient. Dave recalls that during his first mock

She felt bad for me. Most people see stuttering as a disability, and we marvel at people like Jack Welch and James Earl Jones, whose confident demeanors typically bear little trace of their speech difficulties. But the truth is far more interesting and complex. Many people who stutter end up becoming quite successful, and its not always

In the trade secrets trial, when Dave stammered and tripped over a couple of arguments, something strange happened. The jurors liked him. At the end of the trial, several jurors approached him. They told me that they really respected me because they knew that I had a stutter, Dave says. They stressed that my stutter was minor but that they noticed it and that they talked about it. The jurors said they admired my courage in being a trial lawyer. Dave didnt win the trial because of his stutter. But it may have created a stronger connection with the jury, helping to tip the balance in his favor. When the jurors commended him, Dave was surprised and a little embarrassed . . . My first thought was, I dont remember stuttering that much. As the jurors walked away from me, I realized that I had something that was natural and genuine. It was an epiphanymy stutter could be an advantage. In this chapter, I want to explore how Dave Waltons experience r

In To Sell Is Human, Daniel Pink argues that our success depends heavily on influence skills. To convince others to buy our products, use our services, accept our ideas, and invest in us, we need to communicate in ways that persuade and motivate. But the best method for influence may not be the one that first comes to mind. Research suggests that there are two fundamental paths to influence: dominance and prestige. When we establish dominance, we gain influence because others see us as strong, powerful, and authoritative. When we earn prestige, we become influential because others respect and admire us. These two paths to influence are closely tied to our reciprocity styles. Takers are attracted to, and excel in, gaining dominance. In an effort to claim as much value as possible, they strive to be superior to others. To establish dominance, ta