The Anatomy of Persuasion

 

Introduction

No matter where you are in life, whether young or old, no matter who you are, no matter what your occupation is, no matter what size your wallet is, no matter what your goals, hopes, or ambitions are, your ability to get others to do what you want them to do is the key to your success.

Persuasion as a function plays a dominant role in our interactions with others. Think of a typical day. How often are you in the position of persuading a family member, a friend, or a business associate to do something or not to do something? I’ll wager a dozen times a day.

Now you do not need a seminar or a how-to book to teach you to be more persuasive when inviting someone to lunch. But think of the really important things you want—a new job, ...