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Persuade

Release Date: 2021/07/01
ISBN: 9781119778516
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Transform your ability to persuade and negotiate with this practical new resource

In Persuade: The 4-Step Process to Influence People and Decisions, accomplished sales, negotiation, and influence experts Andres Lares, Jeff Cochran, and Shaun Digan PhD deliver a concise and insightful take on how to transform your ability to persuade others regardless of the setting.

In this important book you'll discover:

  • Original research and scientific studies shedding light on the human decision-making processes that drive success and failure in virtually all interactions
  • Real world examples and practical exercises to illustrate and practice the concepts discussed
  • A fun yet rigorous approach of a complex subject that can be practically applied in any business situation

Persuade is perfect for executives, managers, entrepreneurs, and other business leaders and will earn a place in the libraries of any professional who negotiates or influences on a regular basis. It is an invaluable resource for anyone seeking to improve their persuasion or deal-making abilities.

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
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