June 2013
Intermediate to advanced
216 pages
3h 31m
English
Content preview from How to Change MindsBecome an O’Reilly member and get unlimited access to this title plus top books and audiobooks from O’Reilly and nearly 200 top publishers, thousands of courses curated by job role, 150+ live events each month,
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AppendixInfluence without Manipulation
At its core, when you are applying influence and changing another person’s mind, you are taking an idea, planting that idea in his brain, and making him feel as if he thought of it.
•••
Those who manipulate engage in persuasion regardless of their personal feelings about a solution.
Those who influence engage in persuasion only if their personal feelings support their solution.
•••
Those who manipulate obsess on persuasive tactics they can follow.
Those who influence obsess on understanding the decision process followed by those they are persuading.
•••
Those who manipulate don’t ask for trust.
Those who influence don’t need to ask for trust; they earn it.
•••
Those who manipulate put their faith in the ...
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