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Persuasion and Influence For Dummies^®

Visit www.dummies.com/cheatsheet/persuasionandinfluence to view this book's cheat sheet.

Table of Contents

About This Book

Conventions Used in This Book

Foolish Assumptions

How This Book Is Organised

Part I: Preparing to Persuade and Influence

Part II: Developing Your Persuasive and Influencing Skills

Part III: Picking the Right Approach

Part IV: Putting Persuasion and Influencing Skills into Practice

Part V: The Part of Tens

Icons Used in This Book

Where to Go from Here

Part I: Preparing to Persuade and Influence

Chapter 1: Laying the Groundwork for Persuasion and Influence

Defining Persuasion and Influence

Distinguishing between the two

Contrasting with manipulation

Utilising the power of persuasion

Employing the impact of influence

Combining persuading and influencing

Figuring Out Your Desired Outcomes

Getting clearer about what you want

Respecting others

Working together to achieve your goals

Embracing the Attributes of an Effective Persuader and Influencer

Laying the Groundwork for Persuading and Influencing

Showing that you’re trustworthy

Demonstrating confidence

Behaving ethically

Having a positive and balanced mental attitude

Being goal- and action-orientated

Focusing on win–win outcomes

Gaining Inspiration from Others

Chapter 2: Finding Common Ground with Your Audience

Considering Yourself

Looking in the mirror

Making the case for self-awareness

Looking through the Johari Window

Identifying your values

Noting your beliefs

Spotting your attitudes

Choosing your attitudes

Recognising your drivers

Understanding Others

Identifying their values

Spotting their attitudes

Recognising their drivers

Building Rapport

Mirroring and matching

Pacing and leading

Chapter 3: Establishing an Emotional Connection

Demonstrating Your Emotional Commitment

Conveying empathy

Engaging with other people’s feelings

Balancing head and heart

Respecting Others’ Feelings

Letting it out – without judgement

Letting others put their points across

Suppressing your emotions

Showing That You Care

Clarifying issues

Striving for mutual benefit

Chapter 4: Putting Together a Compelling Case

Making Sense to Others

Appealing to their values

Providing proof

Testing Your Ideas with Trusted Confidants

Evaluating the evidence

Pondering perspectives

Planning and polishing your arguments

Creating an Attractive Position

Illuminating advantages and shared benefits

Making the benefits tangible with vivid language

Chapter 5: Establishing Your Credibility

Developing Robust Relationships

Taking an interest in others

Trusting others – and being trustworthy

Helping others

Behaving honestly, steadily and reliably

Reflecting Your Integrity

Behaving ethically

Acting consistently

Keeping an open mind

Demonstrating a willingness to compromise

Sharing credit

Following through on promises

Focusing on Feedback

Providing feedback

Soliciting and receiving feedback

Chapter 6: Exhibiting and Exercising Your Expertise

Developing Your Expertise

Identifying your know-know

Building up your background

Sharing Your Successes

Connecting with others

Bolstering your reputation

Promoting your proficiency

Activating your expertise

Showing Others the Way

Making sound judgments

Highlighting your winning strategies

Part II: Developing Your Persuasive and Influencing Skills

Chapter 7: Listening Actively

Showing Others That You Value Them

Increasing others’ engagement

Offering empathy

Paying attention to other points of view first

Brushing Up Your Listening Skills

Preparing yourself

Allowing others to speak

Savouring silence

Turning down your internal noise

Being present with the speaker

Gaining Additional Information while Listening

Reflecting back

Interjecting intelligently

Showing support to elicit further information

Asking sensitive and sensible questions

Chapter 8: Gaining and Maintaining Your Audience’s Interest

Getting Others to Notice You

Auditioning like a diva

Garnering a first glance

Grabbing attention online and offline

Taking an interest in others

Using names

Utilising key words

Connecting visually

Maintaining and Escalating Their Attention

Speaking the same language

Painting word pictures

Repeating yourself effectively

Going with the Flow: Your Listeners’ Attention Curve

Picturing peaks and troughs

Putting the curve to good use

Addressing lapses in attention

Dealing with distractions

Regaining attention after a lapse

Maintaining the emotional high

Chapter 9: Gearing Your Approach to Different Decision-Making Styles

Knowing Who’s Who and What’s What

Convincing the Charismatics

Offering balanced information

Acknowledging and discussing risks

Providing visual aids to strengthen your position

Tying arguments to bottom-line results

Swaying the Sceptics

Establishing credibility through similarities

Gaining endorsement from trusted sources

Allowing them their clout

Grounding concrete facts in the real world

Appealing to the Thinkers

Telling your story sequentially

Providing abundant data

Letting them draw their own conclusions

Urging the Followers

Helping them understand through successes – their own and others’

Minimising risk

Keeping it simple

Winning Over the Controllers

Overcoming internal fears

Flooding with pure facts and analytics

Making your arguments structured, linear and credible

Working through others

Part III: Picking the Right Approach

Chapter 10: Getting Things Done with the Help of Others

Highlighting Your Likeability

Accenting your attractiveness

Finding similarities

Complimenting others

Relying on Reciprocity

Giving first to gain advantage

Negotiating and making concessions

Encouraging Follow-through on Commitments

Playing to the desire for consistency

Getting others to commit

Following the Crowd

Building your own crowd

Recognising and responding to peer pressure

Asserting Your Authority

Making the most of titles and positions

Dressing like an authority figure

Exposing your expertise

Taking authority and obedience too far

Playing Up Exclusivity

Seeking uniqueness

Avoiding losses

Chapter 11: Leading by Example: Quietly Creating Big Change

Expressing Your Disruptive Self

Modifying your clothing

Adapting your behaviour

Altering your environment

Turning the Energy Around

Redirecting insensitive statements

Neutralising awkward actions

Getting Creative

Spotting opportunities

Capitalising on opportunities

Building Strategic Alliances

Promoting change together

Adding weight to your argument

Chapter 12: Appealing to Other People’s Drives, Needs and Desires

Making the Most of Others’ Feelings

Rising to difficult challenges

Desiring to make a difference

Offering encouragement

Appreciating the relationship between individuals and groups

Knowing Who You’re Talking To

Swaying the rational and orderly

Persuading big picture visionaries

Influencing seekers of harmony

Cultivating an Unbiased View

Letting go of judgment

Uncovering shared interests

Establishing Goals and Expectations

Thinking SMART

Making your goals clear

Ensuring that your goals are attainable

Providing incentives for successful results

Gaining commitment

Providing feedback

Part IV: Putting Persuasion and Influencing Skills into Practice

Chapter 13: Getting Physical: Putting Body Language to Work

Using Your Body as a Persuasive Instrument

Getting in synch

Taking in others’ body language

Mirroring and matching

Pacing and leading others

Speaking Effectively with Your Movements and Gestures

Making powerful first impressions

Masking your feelings

Leaking information

Physically reinforcing your message

Substituting gestures for words

Chapter 14: Perfecting Your Persuasive Voice

Knowing Your Different Voices

Building Your Vocal Foundation

Preparing your mind

Warming up your body

Getting your posture right

Breathing for inspiration

Building a sound foundation

Feeling good vibrations

Articulating for clear communication

Paying Attention to Paralanguage

Turning the volume up and down

Getting the pace right

Placing the pitch

Putting in the pause

Speaking from your listener’s point of view

Part V: The Part of Tens

Chapter 15: Ten Sure-Fire Ways to Influence Anyone

Establish Trust

Set Out Crystal-Clear Goals

Step Into the Other Person’s Shoes

Behave Congruently

Ask for More than You Expect

Respect Your Relationships

Build Your Case

Offer Your Most Captivating Reasons

Seek Common Ground

Own Up to Your Weaknesses

Chapter 16: Ten Ways to Persuade Electronically: Emails and Beyond

Establishing Electronic Rapport

Knowing What You Want to Say

Getting the Subject Line Right

Focusing on Your Reader

Prompting Your Reader to Take Action

Getting Your Spelling, Grammar and Spacing Right

Including Good Links and Attachments

Keeping in Touch with Lots of People

Appealing to Emotions

Remaining Respectful and Circumspect

Chapter 17: Ten Ways to Persuade over the Phone

Preparing Yourself

Knowing the Purpose and Benefits

Speaking Clearly

Checking Your Attitude

Smiling and Having Fun

Treating the Other Person with Respect

Tuning Your Antennae

Eliminating Distractions

Asking Questions

Speaking to Several People at Once

Chapter 18: Ten Essential Instruments for Your Persuasion Toolkit

Rapport

One-to-One Engagement

Empathy

Integrity

Fine-Tuned Senses

Flexibility

Clear Outcomes and Goals

Dynamic and Adaptable Body and Voice

Credibility

Creative Win–Win Solutions

Cheat Sheet

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Persuasion and Influence For Dummies®

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Persuasion and Influence For Dummies^®