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|All Authors / Contributors:||
|Notes:||New Zealand author.
At head of title: The new psychology of influence.
|Description:||xviii, 300 pages : illustrations ; 23 cm|
|Contents:||Preface: Manipulation, Seduction, and Persuasion: Why I wrote this book; How high is your persuasion IQ? --
Part 1. How Persuasion Works --
Chapter 1. Thoughtful Persuasion, Mindless Influence: The two routes to successful persuasion --
Chapter 2. The Persuasion Effect: The four patterns of influence --
Part 2. Thoughtful Persuasion --
Chapter 3. Foxes, Bloodhounds, and Donkeys: The three types of influencers --
Chapter 4. Persuasion Starts with Credibility: How to build trust and sell your expertise --
Chapter 5. First Impression, Best Impression: The art of image management --
Chapter 6. Reading the Other Person: How to use personality type to persuade --
Chapter 7. Power Talk!: How to give words added impact --
Chapter 8. Winning People's Hearts: The power of metaphors, analogies, and stories --
Chapter 9. Winning People's Minds: How to structure and package your message --
Chapter 10. Power Pitches: How to persuade with graphs, charts, and videos --
Chapter 11. Ask, Don't Tell!: The gentle art of self-persuasion --
Chapter 12. Different Groups, Different Messages: How to target and influence different groups --
Chapter 13. Strategy Pure and Simple: How to outthink and outwit your opponents --
Part 3. Mindless Influence --
Chapter 14. Mindless Persuasion: The seven persuasion triggers of automatic influence --
Chapter 15. Persuasion Trigger One: Contrast: The power of a benchmark --
Chapter 16. Persuasion Trigger Two: Reciprocation: The law of give-and-take --
Chapter 17. Persuasion Trigger Three: Commitment and Consistency: Getting one foot in the door --
Chapter 18. Persuasion Trigger Four: Authority: The influence of position --
Chapter 19. Persuasion Trigger Five: Scarcity: The rule of the rare --
Chapter 20. Persuasion Trigger Six: Conformity: Everyone is doing it --
Chapter 21. Persuasion Trigger Seven: Liking: Friends won't let you down --
Part 4. Persuasion at its Best --
Chapter 22. Icons of Influence: The most influential persuaders of the twentieth century.