
A Practical Guide to Persuasion
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Make other people say 'Yes'! Yes to your requests. Yes to your ideas. Yes to your products. Yes to your proposals.
A Practical Guide to Persuasion uses psychology, expert advice and practical techniques to teach you how to influence the people around you in an ethical way.
Learn how to increase your presence, by knowing when to talk and when to listen; develop a strategy of success, by preparing, planning and crafting opportunities and make change happen by understanding what drives your audience.
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Content
- Intro
- Copyright Page
- About the author
- Dedication
- Contents
- Preface
- Section 1: Understanding
- Chapter 1: Yes
- Chapter 2: Mystery
- Chapter 3: History
- Chapter 4: Sector
- Chapter 5: Universality
- Chapter 6: Operational language
- Chapter 7: Ethics
- Chapter 8: Your operational dictionary
- Section 2: Preparation and planning
- Chapter 9: Prepare
- Chapter 10: What
- Chapter 11: Who
- Chapter 12: Why
- Chapter 13: Where
- Chapter 14: When
- Chapter 15: Persuasive opportunities
- Chapter 16: How
- Section 3: Tools
- Chapter 17: Stories
- Chapter 18: I, you, we
- Chapter 19: Cialdini's Principles of Persuasion
- Chapter 20: Reciprocity
- Chapter 21: Scarcity
- Chapter 22: Authority
- Chapter 23: Consistency
- Chapter 24: Liking
- Chapter 25: Consensus
- Chapter 26: Tips for persuading with email
- Chapter 27: Emotion versus logic
- Section 4: Lessons learned
- Chapter 28: Review the outcome and process
- Chapter 29: A closing word: test and measure everything
- Acknowledgements
- Endnotes
- Index
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