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Persuasion & Influence For Dummies®

Name: Persuasion & Influence For Dummies®
Author: Elizabeth Kuhnke
ISBN: 9780470747377

by Elizabeth Kuhnke

December 2011

Beginner

400 pages

10h 55m

English

For Dummies

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Cover
Table of Contents
Title Page
Introduction
Part I: Preparing to Persuade and Influence
Chapter 1: Laying the Groundwork for Persuasion and Influence
Defining Persuasion and InfluenceFiguring Out Your Desired OutcomesEmbracing the Attributes of an Effective Persuader and InfluencerLaying the Groundwork for Persuading and InfluencingGaining Inspiration from Others
Chapter 2: Finding Common Ground with Your Audience
Considering YourselfUnderstanding OthersBuilding Rapport
Chapter 3: Establishing an Emotional Connection
Demonstrating Your Emotional CommitmentRespecting Others’ FeelingsShowing That You Care
Chapter 4: Putting Together a Compelling Case
Making Sense to OthersTesting Your Ideas with Trusted ConfidantsCreating an Attractive Position
Chapter 5: Establishing Your Credibility
Developing Robust RelationshipsReflecting Your IntegrityFocusing on Feedback

Chapter 6: Exhibiting and Exercising Your Expertise
Developing Your ExpertiseSharing Your SuccessesShowing Others the Way
Part II: Developing Your Persuasive and Influencing Skills
Chapter 7: Listening Actively
Showing Others That You Value ThemBrushing Up Your Listening SkillsGaining Additional Information while Listening
Chapter 8: Gaining and Maintaining Your Audience's Interest
Getting Others to Notice YouMaintaining and Escalating Their AttentionGoing with the Flow: Your Listeners’ Attention Curve
Chapter 9: Gearing Your Approach to Different Decision-Making Styles
Knowing Who’s Who and What’s WhatConvincing the CharismaticsSwaying the ScepticsAppealing to the ThinkersUrging the FollowersWinning Over the Controllers
Part III: Picking the Right Approach
Chapter 10: Getting Things Done with the Help of Others
Highlighting Your LikeabilityRelying on ReciprocityEncouraging Follow-through on CommitmentsFollowing the CrowdAsserting Your Authority Playing Up Exclusivity
Chapter 11: Leading by Example: Quietly Creating Big Change
Expressing Your Disruptive SelfTurning the Energy AroundGetting CreativeBuilding Strategic Alliances
Chapter 12: Appealing to Other People's Drives, Needs and Desires
Making the Most of Others’ FeelingsKnowing Who You’re Talking ToCultivating an Unbiased ViewEstablishing Goals and Expectations
Part IV: Putting Persuasion and Influencing Skills into Practice
Chapter 13: Getting Physical: Putting Body Language to Work
Using Your Body as a Persuasive InstrumentSpeaking Effectively with Your Movements and Gestures
Chapter 14: Perfecting Your Persuasive Voice
Knowing Your Different VoicesBuilding Your Vocal FoundationPaying Attention to Paralanguage
Part V: The Part of Tens
Chapter 15: Ten Sure-Fire Ways to Influence Anyone
Establish TrustSet Out Crystal-Clear GoalsStep Into the Other Person’s ShoesBehave CongruentlyAsk for More than You ExpectRespect Your RelationshipsBuild Your CaseOffer Your Most Captivating ReasonsSeek Common GroundOwn Up to Your Weaknesses
Chapter 16: Ten Ways to Persuade Electronically: Emails and Beyond
Establishing Electronic RapportKnowing What You Want to SayGetting the Subject Line RightFocusing on Your ReaderPrompting Your Reader to Take ActionGetting Your Spelling, Grammar and Spacing RightIncluding Good Links and AttachmentsKeeping in Touch with Lots of PeopleAppealing to EmotionsRemaining Respectful and Circumspect
Chapter 17: Ten Ways to Persuade over the Phone
Preparing YourselfKnowing the Purpose and BenefitsSpeaking ClearlyChecking Your AttitudeSmiling and Having FunTreating the Other Person with RespectTuning Your AntennaeEliminating DistractionsAsking QuestionsSpeaking to Several People at Once
Chapter 18: Ten Essential Instruments for Your Persuasion Toolkit
RapportOne-to-One EngagementEmpathyIntegrityFine-Tuned SensesFlexibilityClear Outcomes and GoalsDynamic and Adaptable Body and VoiceCredibilityCreative Win–Win Solutions

Content preview from Persuasion & Influence For Dummies®

Part III

Picking the Right Approach

9780470664025-pp0301.eps

In this part . . .

This part, gets to the bottom of how to persuade and influence others according to their needs and desires. Here you find out what makes people make the decisions they do, and discover how to modify the way you persuade accordingly. I let you in on the secrets of getting others to do what you want them to do through developing solid, trusting relationships, and I offer some tips on how you can influence people to follow your suggestions through setting your own examples.

Become 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,
and much more.

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Persuasion & Influence For Dummies®

by Elizabeth Kuhnke

Become 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,
and much more.