Book description
How do you get people to see things your way? Whether you're trying to secure a promotion, make a sale, or rally support for a new idea, the ability to persuade those around you is absolutely essential to success.
Merging research and real-world application, this insightful guide reveals what really drives decisions and introduces readers to the persuasion equation—a powerful combination of factors proven to speed agreement. Readers will discover the surprising reasons people say "yes" and learn how to:
- Radiate an aura of expertise
- Win trust and leverage credibility
- Build a business case that appeals to both heart and mind
- Adapt for personality, gender, and generational differences
- Use language strategically
- Perfect the five-step persuasion process
- Generate group buy-in
- Master organizational politics
- And more
From crafting compelling emails to convincing a colleague to nailing the big presentation, Persuasion Equation is your personal recipe for success.
Table of contents
- Cover
- Title
- Copyright
- Contents
- Foreword by Alan Weiss
- Acknowledgments
- Introduction
- 1 Persuasion Fundamentals: The Basics You Need to Know, and Why You Need to Know Them
- 2 Decision Making: The Surprising Reasons People Say Yes and No
- 3 Targets, Technology, and Tactics: Because It’s Not About You, It’s About Them
- 4 Building Your Business Case: Creating the Logical and Emotional Foundations of Your Argument
- 5 The Credibility Crucible: How You Get It, Why You Lose It, and How You Win It Back
- 6 Power Language: Verbal and Nonverbal Communication Tools to Skyrocket Your Success
- 7 Persuasive Processes: A Five-Step Sequence to Yes
- 8 Persuasion: How to Get Agreement, Up, Down, and All Around
- 9 Persuasion: What to Do When Your Persuasion Attempts Go Awry
- 10 Yes Success: What to Do When Your Target Agrees (and Why Most People Don’t Get This Right)
- 11 Your Persuasion Action Plan: How to Get a 10,000:1 Return on Your Investment in This Book
- 12 The Psychology of Self-Persuasion: The First Person Who Needs to Say Yes . . . Is You
- Bibliography
- Index
- About the Author
- Free Sample Chapter from Just Listen by Mark Goulston
Product information
- Title: Persuasion Equation
- Author(s):
- Release date: May 2015
- Publisher(s): AMACOM
- ISBN: 9780814434185
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