4 Persuasion

“Not brute force but only persuasion and faith are the kings of this world.”

Thomas Carlyle

Sandra wants Paul to do something for her. How can she convince him to comply?

  1. Beat him with a bamboo branch.
  2. Threaten him with a meal of crushed glass.
  3. Establish rapport.

While beatings and threats may relieve your stress levels and make you feel all macho, and while these behaviours may work as persuasive techniques in the short run, they do little to promote trusting relationships. Openness, honesty, and integrity lie at the heart of persuading.

Before going any further, remember that this book is about non-verbal behaviour and the role it plays in various scenarios, including the process of persuasion. There are obviously many ...

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