Persuasion Equation: The Subtle Science of Getting Your Way
- 3h 24m
- Mark Rodgers
- AMACOM
- 2015
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; and master organizational politics. From crafting compelling emails to convincing a colleague to nailing the big presentation, Persuasion Equation is your personal recipe for success.
About the Author
Mark Rodgers is a principal partner of the Peak Performance Business Group, which helps clients dramatically improve their ability to persuade. A sought-after speaker, he has conducted more than 1,500 sales and persuasion workshops, and averages more than 200 presentations a year. He pens the Persuasion Matters blog and is the author of Accelerate the Sale. Mark lives in Milwaukee.
In this Book
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Persuasion Equation—The Subtle Science of Getting Your Way
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Foreword
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Introduction
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Persuasion Fundamentals—The Basics You Need to Know, and Why You Need to Know Them
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Decision Making—The Surprising Reasons People Say Yes and No
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Targets, Technology, and Tactics - Because It’s Not About You, It’s About Them
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Building Your Business Case—Creating the Logical and Emotional Foundations of Your Argument
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The Credibility Crucible—How You Get It, Why You Lose It, and How You Win It Back
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Power Language—Verbal and Nonverbal Communication Tools to Skyrocket Your Success
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Persuasive Processes—A Five-Step Sequence to Yes
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Persuasion 360—How to Get Agreement Up, Down, and All Around
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Persuasion 911—What to Do When Your Persuasion Attempts Go Awry
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Yes Success—What to Do When Your Target Agrees (and Why Most People Don’t Get This Right)
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Your Persuasion Action Plan—How to Get a 10,000:1 Return on Your Investment in This Book
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The Psychology of Self-Persuasion—The First Person Who Needs to Say Yes . . . Is You
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Bibliography
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Persuasion Equation
