Persuade

Table of contents

1. Cover
2. Title Page
3. Copyright
4. 1 The Art of Influence and Persuasion
   1. Ethics of Influencing
   2. The Influence and Persuasion Process
   3. End Notes
5. 2 Building Credibility
   1. Credibility: Trust and Expertise
   2. The Influencer's Toolbox
   3. Putting It All Together
   4. End Notes
6. 3 Engaging Emotion
   1. The Linda Problem
   2. Emotions
   3. The Influencer's Toolbox
   4. Putting It All Together
   5. End Notes
7. 4 Demonstrating Logic
   1. Logic and Rational Decisions
   2. The Influencer's Toolbox
   3. Putting It All Together
   4. End Notes
8. 5 Facilitating Action
   1. Facilitating Action
   2. The Influencer's Toolbox
   3. Putting It All Together
   4. End Notes
9. 6 Time and Place
   1. The When and the Where
   2. The Influencer's Toolbox
   3. Putting It All Together
   4. End Notes
10. 7 Body Language
    1. Reading and Understanding Body Language
    2. The Influencer's Toolbox
    3. Putting It All Together
    4. End Notes
11. 8 Personality
    1. Characteristics, Traits, and Types
    2. Influencer’s Toolbox
    3. Putting It All Together
    4. End Notes
12. 9 Putting It All Together
    1. A Closer Look at the Four-Step Process
    2. Beyond the Four-Step Process
13. Appendix A: A Study of Decision Makers' Decision Making
    1. Methods and Analysis
    2. Summary of Hypotheses under Consideration
14. Appendix B: 50 Question Big Five Personality Traits Assessment
15. Recommended Reading
    1. Books by Shapiro Negotiation Institute
    2. Some of Our Other Favorites
16. Acknowledgments
17. About the Authors
18. Index
19. End User License Agreement