The Art of Persuasion (Collection)

The Art of Persuasion (Collection)

by Richard Templar, Jonathan Herring
Released August 2013
Publisher(s): Pearson
ISBN: 9780133597561

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Book description

In How to Get What You Want…Without Having to Ask, best-selling author Richard Templar brings his inimitable blend of originality, imagination, wisdom, and straight talk to the challenges of negotiation, persuasion, and influence. Templar offers up 100 clever, simple, pain-free ways to get people to happily say "yes" to you! Templar is the world-renowned author of best-sellers like The Rules of Money and The Rules of Life. In this new book, he offers practical principles and strategies covering a wide range of situations, both at work and beyond. You'll learn how to get what you want without saying a word… and, for those rare occasions when you have to ask, you'll find the techniques and words that'll get the job done. Every solution gets its own "bite-size" two-page spread, making this book incredibly easy to read--and use.

In How to Argue, leading lawyer Jonathan Herring reveals the secrets and subtleties of making your case and winning hearts and minds. At home or at work, you'll be well equipped to make everything you say have the desired effect, every time. The ability to persuade, influence and convince is a vital skill for success in work and life. However, most of us have little idea how to argue well. Indeed, arguing is still seen by many as something to be avoided at all costs, and mostly it's done poorly, or not at all. Yet it's possibly the most powerful and yet most neglected asset you could have. Discover the art of arguing powerfully, persuasively and positively.

Table of contents

  1. About This eBook
  2. Title Page
  3. Copyright Page
  4. Contents
  5. How to Get What You Want: Without Having to Ask
    1. Copyright Page
    2. Introduction
    3. Part 1: Be the Kind of Person Who Gets What They Want
      1. Know What You Want
      2. Know Why You Want It
      3. Know How Much You Want It
      4. Want What You Get
      5. Don’t Be a Fuzzy Thinker
      6. Know What It Takes
      7. Work Out Who You Need on Your Side
      8. Break Big Ambitions into Chunks
      9. Set Up Some Milestones
      10. Celebrate Every Step
      11. Write It All Down
      12. Analyze Your Sticking Points
      13. Set Your Deadlines
      14. Check Out the Back Door
      15. Don’t Make Excuses
      16. Think Positive
      17. Don’t Hang Out with Naysayers
      18. Say It Out Loud
      19. Believe in Yourself
      20. Expect Ups and Downs
      21. Enjoy It When You Get It
    4. Part 2: Be the Kind of Person People Want to Say Yes To
      1. Don’t Fake It—Have Real Confidence
      2. Sound Confident
      3. Look Confident
      4. Learn to Say No
      5. Give Them an Alternative
      6. Be a Broken Record
      7. Be Sure You’re Sorry
      8. Say What You Mean
      9. Think Before You Speak
      10. Be Prepared to Disagree
      11. Control Yourself
      12. Express Yourself
      13. Don’t Use Emotional Blackmail...
      14. ...and Don’t Give In to It
      15. Treat People with Respect
      16. Have Plenty of Time
      17. Be Likeable
      18. Have a Sense of Humor
      19. Be Honest
      20. Always Say Thank You
      21. Don’t Do Too Much
      22. Give a Bit Extra
      23. Be Generous
      24. Praise but Don’t Flatter
      25. Be Loyal
      26. Don’t Talk Behind People’s Backs
      27. Learn to Take Criticism Well
      28. Admit Your Mistakes
      29. Get to Know People
      30. Learn to Listen Properly
      31. Know What You’ve Agreed To
      32. Pick Up the Signals
      33. Sympathize with Other People’s Anger
      34. Don’t Respond to Tactical Anger
      35. Give Other People Results
      36. Be Part of Your Organization
      37. Work Hard
      38. Work Right
      39. Be Worth It
    5. Part 3: Help Them to Say Yes
      1. Make Sure You’re Getting Through to Them
      2. And Make Sure They’re Getting Through to You
      3. Think About Why They’d Say No
      4. Show You Understand
      5. Be Objective
      6. Give Them an Excuse to Make an Exception
      7. Solve Their Problems
      8. Read the Clues
      9. Learn What Gets Them Going
      10. Use the Right Words
      11. Get the Timing Right
      12. Tell Them What You Want Without Asking
      13. Don’t Keep Dropping Hints
      14. Make It Hypothetical
      15. Ask Questions
      16. Ask for Advice Instead of a Job
      17. Get Someone to Do the Asking for You
      18. Tell Them You Need Them
      19. Don’t Rush Them
      20. Give Them What They Want
      21. Make Them Think It Was Their Idea
      22. Discourage Their Bad Ideas
      23. Find Out What It Will Take
      24. Get a Team Behind You
    6. Part 4: And If You Really Do Have to Ask...
      1. Be Clear What You’re Asking
      2. Pick Your Moment
      3. Make a Date
      4. Know When to Put It Off
      5. Keep to the Script
      6. Rehearse It
      7. Rehearse Their Answer
      8. Don’t Go on About It
      9. Get the Essentials on Paper
      10. Have a Bottom Line
      11. Ask for More Than You Want
      12. Don’t Make Empty Threats
      13. Think About It
      14. Put the Decision in Writing
      15. Be Ready to Be Decisive
      16. Don’t Give Up
    7. Footnotes
      1. Introduction
      2. Know How Much You Want It
      3. Break Big Ambitions into Chunks
      4. Write It All Down
      5. Don’t Make Excuses
      6. Say What You Mean
      7. Treat People with Respect
      8. Don’t Respond to Tactical Anger
      9. Be Objective
      10. Get Someone to Do the Asking for You
      11. Give Them What They Want
      12. Don’t Give Up
  6. How to Argue: Powerfully, Persuasively, Positively
    1. Copyright Page
    2. Introduction
    3. Part 1: The ten golden rules of argument
      1. Chapter 1. Golden Rule 1: Be prepared
        1. What do you want?
        2. Framing an argument
        3. Facts
        4. Presenting an argument
        5. Summary
        6. In practice
      2. Chapter 2. Golden Rule 2: When to argue, when to walk away
        1. Entering arguments
        2. Avoiding arguments
        3. Summary
        4. In practice
      3. Chapter 3. Golden Rule 3: What you say and how you say it
        1. Presentation
        2. Body language
        3. Colorful language
        4. Empower the person
        5. Summary
        6. In practice
      4. Chapter 4. Golden Rule 4: Listen and listen again
        1. Getting the other person to talk
        2. Address the other person’s arguments
        3. What arguments will convince the other person?
        4. What are the other person’s prejudices or assumptions?
        5. Who does the person respect?
        6. Find common ground
        7. But what if you can’t agree on the facts?
        8. Summary
        9. In practice
      5. Chapter 5. Golden Rule 5: Excel at responding to arguments
        1. Challenging the facts
        2. Challenging the conclusions
        3. Challenging with other factors
        4. Summary
        5. In practice
      6. Chapter 6. Golden Rule 6: Watch out for crafty tricks
        1. Attacking the person
        2. Beware of causation
        3. The dangers of negatives
        4. The dangers of “illicit process”
        5. The false choice
        6. Generalizations
        7. Like cases
        8. Red herrings
        9. Circular argument
        10. Concealed questions
        11. Literalism
        12. Hostile association
        13. “Begging the question”
        14. Slippery slopes
        15. What if?
        16. Straw men
        17. The dangers of the two-wrongs argument
        18. The power of silence
        19. Feeling stuck?
        20. Summary
        21. In practice
      7. Chapter 7. Golden Rule 7: Develop the skills for arguing in public
        1. How to speak well in public
        2. Presenting in meetings
        3. Summary
        4. In practice
      8. Chapter 8. Golden Rule 8: Be able to argue in writing
        1. The dangers of email
        2. Blogs
        3. Summary
        4. In practice
      9. Chapter 9. Golden Rule 9: Be great at resolving deadlock
        1. Inertia
        2. Moderation
        3. What are your alternatives?
        4. What do you really want?
        5. Deadlock
        6. Summary
        7. In practice
      10. Chapter 10. Golden Rule 10: Maintain relationships
        1. What is the argument really about?
        2. What do you want?
        3. Do you want to remain friends?
        4. Apologizing
        5. The importance of the relationship
        6. Losing an argument
        7. Winning an argument
        8. Summary
        9. In practice
    4. Part 2: Situations where arguments commonly arise
      1. Chapter 11. How to argue with those you love
        1. How to argue with your partner
        2. Reconciliation
        3. Summary
        4. In practice
      2. Chapter 12. How to argue with your children
        1. Tactics
        2. General principles for children
        3. Unruly children
        4. Teenagers
        5. Summary
        6. In practice
      3. Chapter 13. Arguments at work
        1. Avoid arguments where possible
        2. The time and place
        3. Be seen to put the business first
        4. Pick your arguments carefully
        5. Encourage discussion
        6. Get others on your side
        7. Never, ever, lose your temper
        8. Get issues resolved
        9. Be honest
        10. Healing after an argument
        11. Summary
        12. In practice
      4. Chapter 14. How to complain
        1. Avoid the argument, where possible
        2. Prepare for the complaint
        3. Complain politely
        4. Be reasonable
        5. Make compensating you beneficial to the company
        6. Who to complain to?
        7. Basic legal rights
        8. Keep records
        9. Go to the top
        10. Getting help
        11. Summary
        12. In practice
      5. Chapter 15. How to get what you want from an expert
        1. Respect the expert
        2. Prepare
        3. Be concise and precise
        4. Remember you are both experts
        5. Most experts deal with norms
        6. Don’t be afraid to ask questions
        7. Check the expert
        8. Difficult experts
        9. Complaining further
        10. Summary
        11. In practice
      6. Chapter 16. Arguing when you know you’re in the wrong
        1. Stop the argument
        2. Accept you have lost
        3. Ways to end the argument
        4. Apologizing
        5. Summary
        6. In practice
      7. Chapter 17. Arguing again and again
        1. Avoidance
        2. Resolution
        3. Agree to disagree
        4. Humor
        5. Beating a dead horse
        6. Is this worth it?
        7. If all else fails, leave
        8. Think carefully why you keep arguing
        9. Don’t let arguments get out of hand
        10. Five things couples argue about
        11. Summary
        12. In practice
      8. Chapter 18. Doormats
        1. Are you really a doormat?
        2. Doormats are lovely people
        3. What to do if you are a doormat
        4. Wider issues
        5. Summary
        6. In practice
      9. Chapter 19. How to be a good winner
        1. Give a way out
        2. Seek agreement
        3. Involve the loser
        4. Lording it over the loser will get you nowhere
        5. Winning a one-sided victory may not be best
        6. Summary
        7. In practice
      10. Chapter 20. To recap
    5. Index

Product information

  • Title: The Art of Persuasion (Collection)
  • Author(s): Richard Templar, Jonathan Herring
  • Release date: August 2013
  • Publisher(s): Pearson
  • ISBN: 9780133597561