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by Elizabeth Kuhnke
Persuasion & Influence For Dummies®
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Table of Contents
Title Page
Introduction
Part I: Preparing to Persuade and Influence
Chapter 1: Laying the Groundwork for Persuasion and Influence
Defining Persuasion and Influence
Figuring Out Your Desired Outcomes
Embracing the Attributes of an Effective Persuader and Influencer
Laying the Groundwork for Persuading and Influencing
Gaining Inspiration from Others
Chapter 2: Finding Common Ground with Your Audience
Considering Yourself
Understanding Others
Building Rapport
Chapter 3: Establishing an Emotional Connection
Demonstrating Your Emotional Commitment
Respecting Others’ Feelings
Showing That You Care
Chapter 4: Putting Together a Compelling Case
Making Sense to Others
Testing Your Ideas with Trusted Confidants
Creating an Attractive Position
Chapter 5: Establishing Your Credibility
Developing Robust Relationships
Reflecting Your Integrity
Focusing on Feedback
Chapter 6: Exhibiting and Exercising Your Expertise
Developing Your Expertise
Sharing Your Successes
Showing Others the Way
Part II: Developing Your Persuasive and Influencing Skills
Chapter 7: Listening Actively
Showing Others That You Value Them
Brushing Up Your Listening Skills
Gaining Additional Information while Listening
Chapter 8: Gaining and Maintaining Your Audience's Interest
Getting Others to Notice You
Maintaining and Escalating Their Attention
Going with the Flow: Your Listeners’ Attention Curve
Chapter 9: Gearing Your Approach to Different Decision-Making Styles
Knowing Who’s Who and What’s What
Convincing the Charismatics
Swaying the Sceptics
Appealing to the Thinkers
Urging the Followers
Winning Over the Controllers
Part III: Picking the Right Approach
Chapter 10: Getting Things Done with the Help of Others
Highlighting Your Likeability
Relying on Reciprocity
Encouraging Follow-through on Commitments
Following the Crowd
Asserting Your Authority
Playing Up Exclusivity
Chapter 11: Leading by Example: Quietly Creating Big Change
Expressing Your Disruptive Self
Turning the Energy Around
Getting Creative
Building Strategic Alliances
Chapter 12: Appealing to Other People's Drives, Needs and Desires
Making the Most of Others’ Feelings
Knowing Who You’re Talking To
Cultivating an Unbiased View
Establishing Goals and Expectations
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
Speaking Effectively with Your Movements and Gestures
Chapter 14: Perfecting Your Persuasive Voice
Knowing Your Different Voices
Building Your Vocal Foundation
Paying Attention to Paralanguage
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
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