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Book Description

How do you get people to see things your way? Whether you're trying to secure a promotion, make a sale, or rally support for a new idea, the ability to persuade those around you is absolutely essential to success.

Merging research and real-world application, this insightful guide reveals what really drives decisions and introduces readers to the persuasion equation—a powerful combination of factors proven to speed agreement. Readers will discover the surprising reasons people say "yes" and learn how to:

Radiate an aura of expertise • Win trust and leverage credibility • Build a business case that appeals to both heart and mind • Adapt for personality, gender, and generational differences • Use language strategically • Perfect the five-step persuasion process • Generate group buy-in • Master organizational politics • And more

From crafting compelling emails to convincing a colleague to nailing the big presentation, Persuasion Equation is your personal recipe for success.

Table of Contents

  1. Cover
  2. Title
  3. Copyright
  4. Contents
  5. Foreword by Alan Weiss
  6. Acknowledgments
  7. Introduction
  8. 1 Persuasion Fundamentals: The Basics You Need to Know, and Why You Need to Know Them
  9. 2 Decision Making: The Surprising Reasons People Say Yes and No
  10. 3 Targets, Technology, and Tactics: Because It’s Not About You, It’s About Them
  11. 4 Building Your Business Case: Creating the Logical and Emotional Foundations of Your Argument
  12. 5 The Credibility Crucible: How You Get It, Why You Lose It, and How You Win It Back
  13. 6 Power Language: Verbal and Nonverbal Communication Tools to Skyrocket Your Success
  14. 7 Persuasive Processes: A Five-Step Sequence to Yes
  15. 8 Persuasion: How to Get Agreement, Up, Down, and All Around
  16. 9 Persuasion: What to Do When Your Persuasion Attempts Go Awry
  17. 10 Yes Success: What to Do When Your Target Agrees (and Why Most People Don’t Get This Right)
  18. 11 Your Persuasion Action Plan: How to Get a 10,000:1 Return on Your Investment in This Book
  19. 12 The Psychology of Self-Persuasion: The First Person Who Needs to Say Yes . . . Is You
  20. Bibliography
  21. Index
  22. About the Author
  23. Free Sample Chapter from Just Listen by Mark Goulston
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