{"product_id":"persuade-9781119778516","title":"Persuade","description":"\u003cb\u003eBook Synopsis\u003c\/b\u003e\u003cbr\u003e\u003cp\u003e\u003cb\u003eTransform your ability to persuade and negotiate with this practical new resource\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eIn \u003ci\u003ePersuade: The 4-Step Process to Influence People and Decisions\u003c\/i\u003e, accomplished sales, negotiation, and influence experts Andres Lares, Jeff Cochran, and Shaun Digan PhD deliver a concise and insightful take on how to transform your ability to persuade others regardless of the setting.\u003c\/p\u003e \u003cp\u003eIn this important book you''ll discover:\u003c\/p\u003e \u003cul\u003e \u003cli\u003eOriginal research and scientific studies shedding light on the human decision-making processes that drive success and failure in virtually all interactions\u003c\/li\u003e \u003cli\u003eReal world examples and practical exercises to illustrate and practice the concepts discussed\u003c\/li\u003e \u003cli\u003eA fun yet rigorous approach of a complex subject that can be practically applied in any business situation\u003c\/li\u003e \u003c\/ul\u003e \u003cp\u003e\u003ci\u003ePersuade\u003c\/i\u003e is perfect for executives, managers, entrepreneurs, and other business leaders and will earn a place in the libraries of any professional who\u003cbr\u003e\u003cbr\u003e\u003cb\u003eTable of Contents\u003c\/b\u003e\u003cbr\u003e\u003c\/p\u003e\u003cp\u003e\u003cb\u003e1 The Art of Influence and Persuasion 1\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eEthics of Influencing 3\u003c\/p\u003e \u003cp\u003eThe Tenets of Ethical Principles 3\u003c\/p\u003e \u003cp\u003eThe Influence and Persuasion Process 4\u003c\/p\u003e \u003cp\u003e\u003cb\u003e2 Building Credibility 9\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eCredibility: Trust and Expertise 10\u003c\/p\u003e \u003cp\u003eBuilding Trust 11\u003c\/p\u003e \u003cp\u003eEstablishing Expertise 19\u003c\/p\u003e \u003cp\u003eThe Influencer’s Toolbox 23\u003c\/p\u003e \u003cp\u003eBorrowing Credibility 23\u003c\/p\u003e \u003cp\u003eShow Vulnerability 27\u003c\/p\u003e \u003cp\u003eBecome a Trusted Advisor 30\u003c\/p\u003e \u003cp\u003ePutting It All Together 34\u003c\/p\u003e \u003cp\u003e\u003cb\u003e3 Engaging Emotion 37\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eThe Linda Problem 37\u003c\/p\u003e \u003cp\u003eEmotions 39\u003c\/p\u003e \u003cp\u003eAchievement 40\u003c\/p\u003e \u003cp\u003eFear 40\u003c\/p\u003e \u003cp\u003eObligation 41\u003c\/p\u003e \u003cp\u003eThe Influencer’s Toolbox 44\u003c\/p\u003e \u003cp\u003eManaging Emotions 44\u003c\/p\u003e \u003cp\u003eStorytelling 47\u003c\/p\u003e \u003cp\u003eScripting 50\u003c\/p\u003e \u003cp\u003eMirroring 58\u003c\/p\u003e \u003cp\u003ePutting It All Together 68\u003c\/p\u003e \u003cp\u003e\u003cb\u003e4 Demonstrating Logic 71\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eLogic and Rational Decisions 72\u003c\/p\u003e \u003cp\u003eThe Rational Decision-Making Model 73\u003c\/p\u003e \u003cp\u003eThe Weighted Criteria Matrix 74\u003c\/p\u003e \u003cp\u003eThe Role of Prior Belief in Reasoning 77\u003c\/p\u003e \u003cp\u003eThe Three Steps in Demonstrating Logic to Persuade Others 82\u003c\/p\u003e \u003cp\u003eThe Influencer’s Toolbox 95\u003c\/p\u003e \u003cp\u003eFraming 95\u003c\/p\u003e \u003cp\u003eAnchoring 98\u003c\/p\u003e \u003cp\u003eFeatures, Advantages, and Benefits 104\u003c\/p\u003e \u003cp\u003ePutting It All Together 108\u003c\/p\u003e \u003cp\u003e\u003cb\u003e5 Facilitating Action 111\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eFacilitating Action 111\u003c\/p\u003e \u003cp\u003eTypes of Closes 113\u003c\/p\u003e \u003cp\u003eSoft Closes: Asking Questions to Yes 114\u003c\/p\u003e \u003cp\u003eHard Closes: Making the Ask 118\u003c\/p\u003e \u003cp\u003eCreating a Sense of Urgency 120\u003c\/p\u003e \u003cp\u003eAfter the Close 121\u003c\/p\u003e \u003cp\u003eThe Influencer’s Toolbox 122\u003c\/p\u003e \u003cp\u003eGetting the Small Yes 122\u003c\/p\u003e \u003cp\u003eProviding Options 126\u003c\/p\u003e \u003cp\u003eCreating a Safety Net 132\u003c\/p\u003e \u003cp\u003ePutting It All Together 133\u003c\/p\u003e \u003cp\u003e\u003cb\u003e6 Time and Place 135\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eThe When and the Where 135\u003c\/p\u003e \u003cp\u003eThe Right Time 136\u003c\/p\u003e \u003cp\u003eThe Right Place 139\u003c\/p\u003e \u003cp\u003eThe Right Audience 141\u003c\/p\u003e \u003cp\u003eThe Influencer’s Toolbox 143\u003c\/p\u003e \u003cp\u003eThe Empathy Gap 143\u003c\/p\u003e \u003cp\u003eHappy Endings 145\u003c\/p\u003e \u003cp\u003ePutting It All Together 145\u003c\/p\u003e \u003cp\u003e\u003cb\u003e7 Body Language 147\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eReading and Understanding Body Language 147\u003c\/p\u003e \u003cp\u003ePosture 148\u003c\/p\u003e \u003cp\u003eGestures 152\u003c\/p\u003e \u003cp\u003eFacial Expressions 154\u003c\/p\u003e \u003cp\u003eAwareness of Cultural Differences 161\u003c\/p\u003e \u003cp\u003eBody Language for Virtual Selling Environments 162\u003c\/p\u003e \u003cp\u003eThe Influencer’s Toolbox 164\u003c\/p\u003e \u003cp\u003eMaking a First Impression 164\u003c\/p\u003e \u003cp\u003eBody Language as a Tool for Managing Your Own Emotions 165\u003c\/p\u003e \u003cp\u003eBody Language as a Tool for Managing the Emotions of Others 167\u003c\/p\u003e \u003cp\u003ePutting It All Together 172\u003c\/p\u003e \u003cp\u003e\u003cb\u003e8 Personality 175\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eCharacteristics, Traits, and Types 175\u003c\/p\u003e \u003cp\u003eMeasuring Your Personality Traits 176\u003c\/p\u003e \u003cp\u003eThe Big Five Personality Traits 177\u003c\/p\u003e \u003cp\u003eAltercasting 182\u003c\/p\u003e \u003cp\u003ePersonality Type Assessments 183\u003c\/p\u003e \u003cp\u003eInfluencer’s Toolbox 187\u003c\/p\u003e \u003cp\u003eIdentifying with the Traits 187\u003c\/p\u003e \u003cp\u003eInfluencing with the Traits 188\u003c\/p\u003e \u003cp\u003ePutting It All Together 190\u003c\/p\u003e \u003cp\u003e\u003cb\u003e9 Putting It All Together 193\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eA Closer Look at the Four-Step Process 194\u003c\/p\u003e \u003cp\u003eBuilding Credibility 194\u003c\/p\u003e \u003cp\u003eEngaging Emotion 195\u003c\/p\u003e \u003cp\u003eDemonstrating Logic 195\u003c\/p\u003e \u003cp\u003eFacilitating Action 196\u003c\/p\u003e \u003cp\u003eTime and Place 196\u003c\/p\u003e \u003cp\u003eBeyond the Four-Step Process 196\u003c\/p\u003e \u003cp\u003e\u003cb\u003eAppendix 1: A Study of Decision Makers’ Decision Making 199\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eMethods and Analysis 199\u003c\/p\u003e \u003cp\u003eSample and Instrument 199\u003c\/p\u003e \u003cp\u003eAnalysis and Results 201\u003c\/p\u003e \u003cp\u003eSummary of Hypotheses under Consideration 219\u003c\/p\u003e \u003cp\u003eDiscussion 219\u003c\/p\u003e \u003cp\u003e\u003cb\u003eAppendix 2: 50 Question Big Five Personality Traits Assessment 221\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eEnd Notes 223\u003c\/p\u003e \u003cp\u003eRecommended Reading 229\u003c\/p\u003e \u003cp\u003eAcknowledgments 231\u003c\/p\u003e \u003cp\u003eAbout the Authors 233\u003c\/p\u003e \u003cp\u003eIndex 235\u003c\/p\u003e","brand":"John Wiley \u0026 Sons Inc","offers":[{"title":"Default Title","offer_id":49407148917079,"sku":"9781119778516","price":17.85,"currency_code":"GBP","in_stock":true}],"thumbnail_url":"\/\/cdn.shopify.com\/s\/files\/1\/0817\/1739\/5799\/files\/9781119778516.jpg?v=1730498340","url":"https:\/\/bookcurl.com\/products\/persuade-9781119778516","provider":"Book Curl","version":"1.0","type":"link"}