Get People To Do What You Want

Book description

A former Army interrogator shares his secrets for getting exactly what you want out of anyone, anytime. In business, school, romance, or your neighborhood, it is valuable to know what attracts people, what repels them, and what makes them tick. Choosing the right approach will enable you to influence people to do what you want in professional and social situations. The authors include updated case studies—some pulled from the headlines—of how this technique has worked to create both good news and bad news. Most importantly and all new, they tell you how to identify and guard against manipulation so you remain in control of your choices and options. In Get People to Do What You Want, you’ll learn about: One-on-one interaction Group dynamics The projection of leadership Instinctual trust and mistrust of others Get People to Do What You Want is the perfect, modern complement to Dale Carnegie’s 1937 classic work on the topic, How to Win Friends and Influence People. Think of these books as the Old and New Testaments of persuasion.

Table of contents

  1. Cover Page
  2. Title Page
  3. Copyright
  4. Dedications
  5. Acknowledgments
  6. Contents
  7. Introduction
  8. SECTION I: The Dynamics of Human Interaction
    1. CHAPTER 1: Shared Needs: Belonging and Differentiating
      1. The Drivers: Belonging and Differentiating
      2. Defining a Group—on the Outside Looking In
      3. Putting the Dynamic to Work
      4. Human Nature—the Trump Card
      5. The Interrogation Link
    2. CHAPTER 2: The Dynamics in a Group
      1. Marketers: Masters of Belonging and Differentiating Others
      2. Differentiating by Choice
      3. Mechanics of Manipulation
      4. Voluntary and Involuntary Bonding
      5. Natural Versus Imposed Leaders
      6. Styles of Influence
      7. Isolation as a Tactic of Leadership
    3. CHAPTER 3: Mechanics of Charisma
      1. Step 1: Demonstrate Value
      2. Step 2: Recognize Opportunity
      3. Step 3: Grant an Audience
      4. Step 4: Create Belonging
      5. Step 5: Differentiate Your Target
      6. Charisma from a Distance
      7. The Opposite of Charisma
  9. SECTION II: Tools of the Trade
    1. CHAPTER 4: Tools to Get What You Want
      1. Questioning
      2. Questioning Strategy
      3. Psychological Levers or Approaches
      4. Body Language/Baselining
      5. Eyes Are Windows to the Soul
      6. The Body Speaks the Mind's Thoughts
      7. The Big Four
      8. Face and Mood
      9. Body and Mood
      10. Strong Messages
      11. Undecided . . . or Hit by the Tarantallegra Spell
      12. Probing
      13. Active Listening
    2. CHAPTER 5: Human Modeling
      1. The Personal Operating System
      2. What Makes Johnny Run?
      3. The Old Bell Curve: How Typical Are You?
      4. The New Bell Curve: How Unique Are You?
      5. Why the 3-D Bell?
      6. Creating the Bell
      7. Enter the Prototypical
      8. The Who and How of Your Target
  10. SECTION III: Applying the Tools
    1. CHAPTER 6: Bonding and Fracturing
      1. Talk with Intent
      2. Engage with Intent
      3. Act with Intent
      4. The Dynamic of Bonding
      5. Peer-Group Manipulation
      6. The Dynamic of Fracturing
    2. CHAPTER 7: Mechanics of Bonding and Fracturing
      1. Making the 3-D Bell Work for You
      2. Paring Options
      3. Matrix of Fulfillment (How to Satisfy Maslow)
      4. The Landrum Factor
      5. Paring Options: How You Do It
      6. Take Him Down
    3. CHAPTER 8: Strategies to Move Your Human
      1. Bonding and Homogenizing
    4. CHAPTER 9: The Final Factor
      1. Action Plan
      2. Making Maslow Personal
      3. Distilling the Process
      4. Cashing In
  11. Conclusion
  12. Glossary
  13. Notes
  14. Index
  15. About the Authors

Product information

  • Title: Get People To Do What You Want
  • Author(s): Gregory Hartley, Maryann Karinch
  • Release date: November 2019
  • Publisher(s): Career Press
  • ISBN: 9781632657749