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
Spis treści
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
O autorze
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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