Persuasion and Influence for Dummies (Paperback)

Introduction 1

Part I: Preparing to Persuade and Influence 7

Chapter 1: Laying the Groundwork for Persuasion and Influence 9

Chapter 2: Finding Common Ground with Your Audience 27

Chapter 3: Establishing an Emotional Connection 57

Chapter 4: Putting Together a Compelling Case 73

Chapter 5: Establishing Your Credibility 93

Chapter 6: Exhibiting and Exercising Your Expertise 117

Part II: Developing Your Persuasive and Influencing Skills 135

Chapter 7: Listening Actively 137

Chapter 8: Gaining and Maintaining Your Audience’s Interest 155

Chapter 9: Gearing Your Approach to Different Decision-Making Styles 177

Part III: Picking the Right Approach 205

Chapter 10: Getting Things Done with the Help of Others 207

Chapter 11: Leading by Example: Quietly Creating Big Change 229

Chapter 12: Appealing to Other People’s Drives, Needs and Desires 245

Part IV: Putting Persuasion and Influencing Skills into Practice 271

Chapter 13: Getting Physical: Putting Body Language to Work 273

Chapter 14: Perfecting Your Persuasive Voice 293

Part V: The Part of Tens 321

Chapter 15: Ten Sure-Fire Ways to Influence Anyone 323

Chapter 16: Ten Ways to Persuade Electronically: Emails and Beyond 329

Chapter 17: Ten Ways to Persuade over the Phone 339

Chapter 18: Ten Essential Instruments for Your Persuasion Toolkit 347

Index 357