Description
Book SynopsisMike Clayton has led large teams of people and advised clients at senior levels in Government departments and in major companies. Over the last twenty years, he has studied the science of influence and honed his skills, while starting two successful businesses, training many people in influencing and persuasion, and becoming a respected public speaker and author. Mike has a science PhD from the University of Manchester and is an NLP Master Practitioner.
Table of ContentsAuthor acknowledgements
Introduction
Part 1: Fundamentals
Chapter 1: Use your common sense: the basics of influence
Chapter 2: Appearance matters: how to look influential
Chapter 3: Decisions: how we make them and how we influence them
Chapter 4: Understand the psychology of influence
Part 2: Your message
Chapter 5: The importance of what you say
Chapter 6: The power of how you say it
Part 3: Strategies
Chapter 7: Focus on the question: “what’s in it for me?”
Chapter 8: How to negotiate to share benefits
Chapter 9: How to network to help people help you
Chapter 10: The six top influencing techniques
Conclusion
Glossary
