The Persuasion Equation

The Subtle Science of Getting Your Way
Erscheinungsjahr 2022
ISBN: 978-0-8144-3417-8
Verlag: AMACOM

Buch, Englisch, 240 Seiten, Format (B × H): 152 mm x 229 mm, Gewicht: 396 g

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 politicsFrom crafting compelling emails to convincing a colleague to nailing the big presentation, Persuasion Equation is your personal recipe for success.

Autoren/Hrsg.

Rodgers, Mark

Fachgebiete

• Wirtschaftswissenschaften Betriebswirtschaft Betriebswirtschaft: Theorie & Allgemeines

Inhaltsverzeichnis

CONTENTS Foreword by Alan Weiss vii Acknowledgments x Introduction 1 1 Persuasion Fundamentals The Basics You Need to Know, and Why You Need to Know Them 5 2 Decision Making The Surprising Reasons People Say Yes and No 25 3 Targets, Technology, and Tactics Because It's Not About You, It's About Them 46 4 Building Your Business Case Creating the Logical and Emotional Foundations of Your Argument 65 5 The Credibility Crucible How You Get It, Why You Lose It, and How You Win It Back 92 6 Power Language Verbal and Nonverbal Communication Tools to Skyrocket Your Success 106 7 Persuasive Processes A Five-Step Sequence to Yes 128 8 Persuasion 360 How to Get Agreement, Up, Down, and All Around 145 9 Persuasion 911 What to Do When Your Persuasion Attempts Go Awry 162 10 Yes Success What to Do When Your Target Agrees (and Why Most People Don't Get This Right) 175 11 Your Persuasion Action Plan How to Get a 10,000:1 Return on Your Investment in This Book 189 12 The Psychology of Self-Persuasion The First Person Who Needs to Say Yes. Is You 203 Bibliography 217 Index 219

Über Autor(innen)

Mark Rodgers is a principal partner of the Peak Performance Business Group, which helps clients dramatically improve their ability to persuade. A sought-after speaker, he has conducted more than 1,500 sales and persuasion workshops and averages more than 200 presentations a year.