The Science of Influence

How to Get Anyone to Say Yes in 8 Minutes or Less!
2. Revised Auflage 2010
ISBN: 978-0-470-63418-9
Verlag: Wiley

Buch, Englisch, 320 Seiten, Format (B × H): 154 mm x 228 mm, Gewicht: 392 g

Get customers, clients, and co-workers to say "yes!" in 8 minutes or less

This revised second edition by a leading expert of influence continues to teach a proven system of persuasion. Synthesizing the latest research in the field of influence with real-world tested experiences, it presents simple secrets that help readers turn a "no" into a "yes." Every secret in this book has been rigorously tested, validated, and found reliable.
- Learn dozens of all-new techniques and strategies for influencing others including how to reduce resistance to rubble
- Make people feel instantly comfortable in your presence
- Decode body language, build credibility, and be persistent without being a pain
- Expert author Kevin Hogan turns the enigmatic art of influence and persuasion into a science anyone can master

The amazing secret of The Science of Influence is its simplicity. After you read this book you will immediately understand why people say "no" to you and learn how to turn that "no" into a "yes" from that moment on.

Autoren/Hrsg.

Hogan, Kevin

Fachgebiete

• Sozialwissenschaften Psychologie Psychologie / Allgemeines & Theorie Psychologie: Sachbuch, Ratgeber

Inhaltsverzeichnis

About the Author ix

Preface x

Acknowledgments xiii

1 Influencing Others to Change 1

2 The First Four Seconds 13

3 The Delta Model of Influence 33

4 Credibility: The Pivot Point of Persuasion 57

5 The New Principles of Influence 65

6 Introduction to Omega Strategies 85

7 Framing Principles, Persuasion Techniques, and Influential Strategies 107

8 Applying the Laws of Influence 131

9 The Influential Secret of Oscillation 157

10 Mind Reading: How to Know What They Are Thinking 167

11 I’ll Think About It 173

12 How Their Brain Buys. You! 207

13 “I Will Do the Work for You”: Magic Words That Unlock Minds 219

14 The Power of Thinking without Thinking 233

15 Influence in Sales and Marketing Online and in the Real World 243

16 The Problem and Opportunity of Memory in Influence 259

17 Women: Influencing Women to Buy 267

Bibliography 287

Index 295

Need a Speaker? 305

Über Autor(innen)

KEVIN HOGAN is a public speaker and corporate trainer. He teaches, trains, and speaks about persuasion, influence, body language, emotional intelligence, communication, and motivation. Hogan holds a doctorate degree in psychology and has studied extensively in the fields of influence, hypnosis, and nonverbal communication. Visit KevinHogan.com.