O'Reilly logo

How to Influence and Persuade 2nd edn, 2nd Edition by Jo Owen

Stay ahead with the world's most comprehensive technology and business learning platform.

With Safari, you learn the way you learn best. Get unlimited access to videos, live online training, learning paths, books, tutorials, and more.

Start Free Trial

No credit card required

Chapter 8

The spider’s web: building incremental commitment

There is a huge difference between persuasion and influence. Persuasion encourages someone to do something once. Influence is about encouraging them to keep on doing something and to keep on supporting you. It lasts and is based on voluntary commitment. Influence is the gift that keeps on giving.

There are ways of persuading people to do something once. Charity muggers (‘chuggers’) can relieve you of a few dollars in the street; door-to-door salesmen persuade you to buy stuff you do not need; store salesmen can make you spend more than you intended. There are plenty of tactics for achieving such one-off success. It is hard work. It can be even harder work to persuade the same person ...

With Safari, you learn the way you learn best. Get unlimited access to videos, live online training, learning paths, books, interactive tutorials, and more.

Start Free Trial

No credit card required