Many people want to gain trust or support in business and
throughout life, but the true skill is doing so in a charming
fashion! Whether you’re convincing the boss about your
much-deserved promotion or a busy restaurateur to offer a better
table, the power of persuasion can help improve and increase your
successes.
Elizabeth Kuhnke, author of the bestselling Body Language For
Dummies, guides the reader through easy-to-implement techniques
that can turn a timid person into someone bursting with self
confidence and the ability to influence.
Topics covered will include:
* The key elements in becoming more persuasive – body language,
listening skills, using persuasive words and actions
* Finding a common ground and establishing a connection with your
audience
* Capturing their attention and keeping them interested
* Putting yourself across convincingly
* Getting things done through others
* Identifying the type of person you’re dealing with – and
responding in an appropriate manner
Inhaltsverzeichnis
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
Über den Autor
Elizabeth Kuhnke is an Executive Coach and founder of Kuhnke Communication. She is also the author of the popular Body Language For Dummies.
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