Description
Book SynopsisHow do you get people to see things your way? Whether youâre 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 âœyesâ 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 politics
From crafting compelling emails to convincing a colleague to nailing the big presentation, Persuasion Equation is your personal recipe for
Table of Contents
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
