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Artful persuasion : how to command attention, change minds, and influence people

Author: Harry Mills
Publisher: New York : AMACOM, ©2000.
Edition/Format:   Print book : EnglishView all editions and formats
Database:WorldCat
Summary:
Peels away the mystery that surrounds the psychology of influence and reveals how the world's most persuasive politicians, advertisers, salespeople, and spin doctors work their magic. Case studies in human behavior, examples of masterful persuaders such as Churchill and Lincoln, and step-by-step guidelines help readers put the power of persuasion to work.
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Document Type: Book
All Authors / Contributors: Harry Mills
ISBN: 0814470637 9780814470633
OCLC Number: 42842379
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.
Responsibility: Harry Mills.

Abstract:

Peels away the mystery that surrounds the psychology of influence and reveals how the world's most persuasive politicians, advertisers, salespeople, and spin doctors work their magic. Case studies in human behavior, examples of masterful persuaders such as Churchill and Lincoln, and step-by-step guidelines help readers put the power of persuasion to work.

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