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Enchantment : the art of changing hearts, minds, and actions

Author: Guy Kawasaki
Publisher: New York : Portfolio/Penguin, 2011.
Edition/Format:   Book : EnglishView all editions and formats
Database:WorldCat
Summary:
Guy Kawasaki's acclaimed books have established him as the entrepreneur's entrepreneur. Now he turns to the mystery of influence, and offers a new take on this key force that drives any successful business or personal interaction. This book's fundamental message is that in any transaction the goal is not to get your own way, but to bring about a voluntary, enduring, and delightful change of heart in other people, by  Read more...
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Document Type: Book
All Authors / Contributors: Guy Kawasaki
ISBN: 9781591843795 1591843790
OCLC Number: 635459572
Description: xxiii, 211 pages : illustrations ; 22 cm
Contents: Introduction --
My story --
Our journey --
Let's get started --
Chapter 1: Why Enchantment?: --
What is enchantment? --
When is enchantment necessary? --
What are people thinking? --
Where should you draw the line? --
Examples and how to use this book --
Personal stories --
My personal story / Eric Dawson --
Chapter 2: How To Achieve Likability: --
Make crow's-feet --
Dress for a tie --
Perfect your handshake --
Use the right words --
Accept others --
Get close --
Don't impose your values --
Pursue and project your passions --
Find shared passions --
Create win-win situations --
Swear --
Default to yes --
My personal story / Fran Shea --
Chapter 3: How To Achieve Trustworthiness: --
Trust others --
Be a Mensch --
Disclose your interests --
Give for intrinsic reasons --
Gain knowledge and competence --
Show up --
Bake a bigger pie --
Enchant people on their own terms --
Position yourself --
Be a hero --
My personal story / Tony Morgan --
Chapter 4: How To Prepare: --
Do something great --
Conduct a "premortem" --
Set yourself up for success --
Make it short, simple, and swallawable --
Remove the fences --
Provide a default option --
Establish goals --
Create a checklist --
My personal story / Mike Stevens --
Chapter 5: How To Launch: --
Tell a story --
Immerse people --
Promote trial --
Prime the pump --
Plant many seeds --
Ask people what they're going to do --
Reduce the number of choices --
Increase the number of choices --
Illustrate the salient point --
Present the big, then the small choice --
Get your first follower --
My personal story / Matt Maurer --
Chapter 6: How To Overcome Resistance: --
Why people are reluctant --
Provide social proof --
Create the perception of ubiquity --
Create the perception of scarcity --
Show people your magic --
Find one example --
Find a way to agree --
Find a bright spot --
Assign a label --
Use a data set to change a mind-set --
Incur a debt --
Enchant all the influences --
Frame thy competition --
Control the haptic sensations --
Remember Charlie --
My personal story / Richard Fawal --
Chapter 7: How To Make Enchantment Endure: --
Strive for internalization --
Separate the believers --
Push implementation down --
Use intrinsic methods --
Invoke reciprocity --
Catalyze commitment and consistency --
Build an ecosystem --
Diversify the team --
Promote spreadability --
My personal story / Chris Anthony. Chapter 8: How To Use Push Technology: --
General principles --
Presentations --
E-mail --
Twitter --
My personal story / Garr Reynolds --
Chapter 9: How To Use Pull Technology: --
Web Sites and blogs --
Facebook --
Linkedin --
YouTube --
Think Japanese --
My personal story / Meryl K Evans --
Chapter 10: How To Enchant Your Employees: --
Provide a MAP --
Empower them to do the right thing --
Judge your results and others' intentions --
Address your shortcomings first --
Suck it up --
Don't ask employees to do what you wouldn't do --
Celebrate success --
Find a devil's advocate --
Listen to brother Bob --
Tell them you want them --
How to enchant volunteers --
My personal story / Milene Laube Dutra --
Chapter 11: How To Enchant Your Boss: --
Make your boss look good --
Drop everything and do what your boss asks --
Underpromise, overdeliver --
Prototype your work --
Show and broadcast progress --
Form friendships --
Ask for mentoring --
Deliver bad news early --
My personal story / David Stockwell --
Chapter 12: How To Resist Enchantment: --
Avoid tempting situations --
Look far into the future --
Know your limitations --
Beware of pseudo salience, data, and experts --
Don't fall for the example of one --
Defy the crowd --
Track previous decisions --
Let yourself be enchanted in small ways --
Create a checklist --
My personal story / Tibor Kruska --
Conclusion --
My personal story / Kathy Parsanko --
Selected bibliography --
Index --
Coverphon --
Colophon.
Responsibility: Guy Kawasaki.
More information:

Abstract:

Guy Kawasaki's acclaimed books have established him as the entrepreneur's entrepreneur. Now he turns to the mystery of influence, and offers a new take on this key force that drives any successful business or personal interaction. This book's fundamental message is that in any transaction the goal is not to get your own way, but to bring about a voluntary, enduring, and delightful change of heart in other people, by working with and through them and enlisting their own goals and desires. It's enchantment that enables us to maneuver through difficult decisions, break people's entrenched habits, defy the wisdom of crowds, and get colleagues to work for long-term goals. Kawasaki's advice includes: how to achieve rapport, credibility, and trust; how to help people enchant themselves; how to overcome resistance; how to enchant your employees--and your boss; and how to resist enchantment.--From publisher description.

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