Change Their Mind: 6 Practical Steps to Persuade Anyone Anytime

Index

ABCD of research (Always Be Collecting Data) 31

accommodating style of conflict management 36

advice, asking for 173

affective primacy doctrine 59

affirmations 79

agreeableness 39

aiming high xvi, 1–2, 14–15, 22–4

for both parties 20–1, 25

Alexa 23

Alison, Laurence and Emily 77, 78

alliance building 136

Amazon 22–3

amygdala 57–8, 92

apologising 123–4, 130

approachability 182, 196

Ariely, Dan 186

Aristotle 114

Arreguín-Toft, Ivan 101

asking 9–10, 25, 66

asking questions 87–91, 95

closed questions 89

and motivational interviewing 90–1

open questions 88–9

probing questions 89

Why? question 3–5, 151–3, 154, 162

Atkins, Sue 66–8

attention 65–6

authority nudge 40, 41

autonomy 77, 78, 88

avoiding style of conflict management 36–7

Begin, Menachem ...