Chapter 1
Whispers of influence: the persuasive conversation
The dark arts of persuasion cover many sins: bribery, blackmail, bullying, deceit, deception, cold calling and plain persistence can all work. Attractive and effective as many of these tools may seem, we will set them to one side. None of them are needed for you to be persuasive. There is a subtler art of persuasion which all managers eventually must learn if they are to succeed. This is the art of the persuasive conversation: convincing others to support you and your ideas. Do this well and they will follow you willingly, not reluctantly. It is like magic to control such conversations and persuade colleagues to support you.
A persuasive conversation is not a random conversation. ...
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