Secrets of Power of Persuasion : Everything You'll Ever Need to Get Anything You'll Ever Want

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ISBN: 9780735202863 | 0735202869
Cover: Paperback
Copyright: 12/1/2001

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The power of persuasion can be yours! Now one of the nation's leading experts on persuasion shares with you his proven success secrets that get other people to see things you way; without threats, without bribes, and without manipulation.

Introduction What This Book Can Do For You

xvii

PART ONE HOW TO PLAY THE PERSUASION GAME

(140)

Eight Magic Keys That Control People

(12)

People can be persuaded if they think you can reward them

People can be persuaded if they think you can punish them

How to apply the dual pressures of reward and punishment

People can be persuaded if you have bonded with them

People can be persuaded if the situation limits their options

People can be persuaded if they think you have more expertise than they do

People can be persuaded, if you act consistently

Fifteen Magic Keys That Make People Believe You

(23)

Never asume they believe you

Tell them only as much as they'll believe

Tell the truth, even if it hurts

Point out the disadvantages

Use precise numbers

Let them know if you're not on commission

Downplay any benefits to you

Dress the part of a successful person

If you do have something to gain, let them know

Confront problems head on

Use the power of the printed word

Let them know who else says so

Build and use a portfolio of testimonials

Get endorsements from people they'd know

Use ``If they can do it, I can do it.''

How to Make Them Want to Die For You

(18)

Ask for more than you expect to get

How asking for more, gets Tom his raise

How children nail you to the wall---and make you love it!

How this technique brought Saddam Hussein to his knees

How unions and management get each other's goat

Sometimes they give you what you want anyway

Unethical ways to use this concept

The Oliver Twist syndrome

Volunteer concessions but only those who won't hurt you

Give a small gift

Use the magic in a gift of flowers

Give the gift of thoughtfulness

Make it win-win

How Scarcity Drives People Wild

(5)

Even smart people can fall for the scarcity yo-yo

Scarcity drives value and prices sky high

My aunt had one of those but she threw it away!

Using scarcity to get real estate bargains

Bringing Them To Their Knees With Time Pressure

(7)

The faster you can persuade the other person to decide, the more likely you are to get what you want

The longer you give them to think about it, the less chance you have of getting what you want

How children use time pressure like a pro

Moving people with the power of time pressure

Secrets from inside a time share closing room

The Zen-Like Art of Sharing Secrets

(5)

The magical three-step formula for getting cooperation from the other person

Why forbidding aggravates family problems

Why censored information seems more valuable

The Power of Association: Tying Your Persuasion To Something Good

(5)

It's hard for our mind to break associations

Utilizing the value of celebrity spokespeople

How to get people to react more favorably to a proposal

Pacing the mention of your product or service to the high points of a business lunch

Painting pictures that tie your product to pleasurable experiences

The Power of Consistency: It's More Important To Do It Often Than To Do It Right

(8)

Using the power of consistency

Why it's better to be a tyrant than a wimp

Why we're suspicious of inconsistent behavior

Using consistency to move the merchandise

Why Carter's downfall was Reagan's windfall

Why consistent Behavior Kicks Your Performance Into High Gear

(5)

The personal value blueprint

Life is sweeter with a value blueprint

Trying to live with the golden rule

Straight up. It's a way to climb a mountain, a way to pour a drink, and a really fine way to live a life

Bonding---The Magic Key To Persuasion

(9)

How to sell up a storm using the principle of bonding

How people bond to their mental investments

Experimenting with bonding in your personal life

How interrogators use the power of commitment

The essay contest phenomenon

Making commitments to yourself

Persuasive Speeches

100

(15)

Knowing what caused your audience to be there

Knowing whether to put your strongest argument at the beginning or at the end

If several speakers will present, knowing whether to go first or last

How to pose the question when asking the audience to vote

A simple and effective way to get the audience on your side

Knowing whether to use emotion or logic to persuade

Improving your ability to persuade an audience

Using constructive distractions to improve your ability to persuade

Using of humor as a persuader

When to present both sides of the argument, or only one

Avoiding the overstatement trap

The art of getting the most effective introduction

The number one thing you can do to persuade from the platform

Eight Verbal Persuasion Ploys To Control The Other Person

115

(12)

Diffusion

Yes, I take it personally

Being Nixonesque

``I'm not offended.''

``Easy to deny.''

``I'm not suggesting.''

Give the other person options

``Why would you want to do that?''

Exposing and Destroying Their Negative Emotions

127

(5)

Suspicion---they don't appear to trust you

Anger---they're upset with something that happened

Greed---you appear vulnerable, and they want to take advantage of it

Hurt---they're upset and want revenge

The Sweet Language of Persuasion

132

(7)

Fallacy

Defective syllogisms

Rhetoric

Circular logic

Ipse dixits

Ad populems

Short-circuiting logic

Logic, not words, should persuade

Never Accept An Invitation to Attack

139

(2)

Determining your objective

Gathering information

Assessing your power by calculating each person's alternatives

Looking for concessions to make, that don't detract from your position

PART TWO ANALYZING THE PERSUADEE

141

(30)

Knowing How People Will React To What You Tell Them

143

(8)

How to distinguish matchers from mismatchers

Matchers look for similarities

Mismatchers look for differences

Matchers like their world to stay the same

Mismatchers are always discontent

How to persuade the matcher

How to persuade the mismatcher

What Motivates the Other Person

151

(12)

Possibility versus necessity

Self-centered versus externally centered

Moving toward pleasure, or away from pain

Field dependent or field independent

How The Other Person Decides

163

(8)

Assertive versus unassertive

Emotional versus unemotional

Open or close minded

Conscious or unconscious thought processors

Visuals, auditories, and kinestetics

PART THREE HOW TO BECOME A POWER PERSUADER

171

(66)

Developing Charisma: How To Make Them Love You!

173

(6)

A very special quality

Charisma---the nonverbal persuasion power

Auras in darkest Africa

To understand charisma, imagine the opposite

Twelve Ways to Project An Awesome Charisma

179

(16)

Treating everyone you meet as if they're the most important person you'll meet that day

Developing a sensational handshake

Noticing the color of their eyes as you shake hands

As you shake hands, push out a positive thought

Giving sincere compliments

Catching people doing something right

Looks do matter!

Smile for the magic 2 seconds longer than they do

Take a check up from the neck down

Pushing out empathy

Responding to people's emotions, not to what they say

Maintaining a childlike fascination for the world in which you live

How You Can Develop A Dynamite Sense of Humor

195

(21)

Humor may be the only thing that will stop you from going crazy

How to develop a sense of humor

The five things that make people laugh

Learning what makes it funny

A practice session on identifying the style of humor

Witticisms: The persuaders best type of humor

A thirty-day program to improve your sense of humor

You Need Never Forget Another Name

216

(21)

The magic secret to remembering names

A visit to the control center of the mind

How the mind processes information

Selective memoryhow it works

The trigger that makes you remember

Developing your personal trigger

How to transpose from short-term to long term memory

Six steps to burning the name into your memory

Don't try to outdo the experts

Giving yourself an ace advantage

The key to remembering faces

An exercise in memory discipline

How important is it to remember names?

PART FOUR LEARNING PERSUASION TECHNIQUES

237

(53)

A Magic Persuasion Technique

239

(4)

Using the other person's name at the beginning or the end of a sentence

Making your request

Tilt your head and smile as you say it

Why the magic formula works

How to use the formula

The Four Stages of Persuasion

243

(13)

Establishing objectives

Case study one: the unhappy employee

Case study two: the problem teenager

Case study three: the alcoholic husband

Finding out what they want

Identifing the pressure points

Looking for compromise

Eight Ways to Persuade the Angry Person

256

(10)

Are you the target?

A magic expression

Restating the objection

That hasn't been my experience

Handling the showman

Don't exacerbate the situation

First find out what they want

Charm them to death

Eight Reasons Why People Won't Open Up

266

(10)

Figure out why won't they talk

Obsession

Inhibition

Apathy

Sulking

Evaluation

Penuriousness

Time pressure

Fear

Leadership and the Power Persuader

276

(14)

The leader's doctrine

How to develop the mission

The four key elements of the mission

The importance of informing the troops

Using persuasion skills to sell the mission

Building leadership credibility

Building credibility when you're new on the job

Leadership and the art of consistency

Caring more about the success of your people

The mission is the most important thing

Painting the picture of the mission

The essence of persuasive leadership

Epilogue The Secret of Power Persuasion

290

(1)

Index

291

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Secrets of Power of Persuasion : Everything You'll Ever Need to Get Anything You'll Ever Want

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