Details

Persuade

The 4-Step Process to Influence People and Decisions
1. Aufl.

von: Andres Lares, Jeff Cochran, Shaun Digan
18,99 €
Verlag:	Wiley
Format:	PDF
Veröffentl.:	27.05.2021
ISBN/EAN:	9781119778738
Sprache:	englisch
Anzahl Seiten:	256

In den Warenkorb

Als Gutschein

DRM-geschütztes eBook, Sie benötigen z.B. Adobe Digital Editions und eine Adobe ID zum Lesen.

Beschreibungen

Titelbeschreibung

Transform your ability to persuade and negotiate with this practical new resource In Persuade: The 4-Step Process to Influence People and Decisions, accomplished sales, negotiation, and influence experts Andres Lares, Jeff Cochran, and Shaun Digan PhD deliver a concise and insightful take on how to transform your ability to persuade others regardless of the setting. In this important book you'll discover: <ul> <li>Original research and scientific studies shedding light on the human decision-making processes that drive success and failure in virtually all interactions</li> <li>Real world examples and practical exercises to illustrate and practice the concepts discussed</li> <li>A fun yet rigorous approach of a complex subject that can be practically applied in any business situation</li> </ul> Persuade is perfect for executives, managers, entrepreneurs, and other business leaders and will earn a place in the libraries of any professional who negotiates or influences on a regular basis. It is an invaluable resource for anyone seeking to improve their persuasion or deal-making abilities.

Inhaltsverzeichnis

1 The Art of Influence and Persuasion 1 Ethics of Influencing 3 The Tenets of Ethical Principles 3 The Influence and Persuasion Process 4 2 Building Credibility 9 Credibility: Trust and Expertise 10 Building Trust 11 Establishing Expertise 19 The Influencer’s Toolbox 23 Borrowing Credibility 23 Show Vulnerability 27 Become a Trusted Advisor 30 Putting It All Together 34 3 Engaging Emotion 37 The Linda Problem 37 Emotions 39 Achievement 40 Fear 40 Obligation 41 The Influencer’s Toolbox 44 Managing Emotions 44 Storytelling 47 Scripting 50 Mirroring 58 Putting It All Together 68 4 Demonstrating Logic 71 Logic and Rational Decisions 72 The Rational Decision-Making Model 73 The Weighted Criteria Matrix 74 The Role of Prior Belief in Reasoning 77 The Three Steps in Demonstrating Logic to Persuade Others 82 The Influencer’s Toolbox 95 Framing 95 Anchoring 98 Features, Advantages, and Benefits 104 Putting It All Together 108 5 Facilitating Action 111 Facilitating Action 111 Types of Closes 113 Soft Closes: Asking Questions to Yes 114 Hard Closes: Making the Ask 118 Creating a Sense of Urgency 120 After the Close 121 The Influencer’s Toolbox 122 Getting the Small Yes 122 Providing Options 126 Creating a Safety Net 132 Putting It All Together 133 6 Time and Place 135 The When and the Where 135 The Right Time 136 The Right Place 139 The Right Audience 141 The Influencer’s Toolbox 143 The Empathy Gap 143 Happy Endings 145 Putting It All Together 145 7 Body Language 147 Reading and Understanding Body Language 147 Posture 148 Gestures 152 Facial Expressions 154 Awareness of Cultural Differences 161 Body Language for Virtual Selling Environments 162 The Influencer’s Toolbox 164 Making a First Impression 164 Body Language as a Tool for Managing Your Own Emotions 165 Body Language as a Tool for Managing the Emotions of Others 167 Putting It All Together 172 8 Personality 175 Characteristics, Traits, and Types 175 Measuring Your Personality Traits 176 The Big Five Personality Traits 177 Altercasting 182 Personality Type Assessments 183 Influencer’s Toolbox 187 Identifying with the Traits 187 Influencing with the Traits 188 Putting It All Together 190 9 Putting It All Together 193 A Closer Look at the Four-Step Process 194 Building Credibility 194 Engaging Emotion 195 Demonstrating Logic 195 Facilitating Action 196 Time and Place 196 Beyond the Four-Step Process 196 Appendix 1: A Study of Decision Makers’ Decision Making 199 Methods and Analysis 199 Sample and Instrument 199 Analysis and Results 201 Summary of Hypotheses under Consideration 219 Discussion 219 Appendix 2: 50 Question Big Five Personality Traits Assessment 221 End Notes 223 Recommended Reading 229 Acknowledgments 231 About the Authors 233 Index 235

Autorenportrait

ANDRES LARES is Managing Partner at the Shapiro Negotiation Institute and an Adjunct Professor at Johns Hopkins University. His professional focus is on coaching clients in the areas of sales, negotiation, and influencing, especially within sports and Fortune 500 organizations. Andres’ expertise in the field has led to being featured in Forbes, Harvard Business Review, CNBC, FOX, and Entrepreneur, and guest lecturing at universities all over the world. JEFF COCHRAN is one of the most sought-after negotiation speakers and trainers in the world. He has delivered high-impact sessions in over 20 countries to tens of thousands of professionals as part of customized in-house training and as a speaker at global conferences. In both cases, he has won countless awards and been rated the best speaker of international events. SHAUN DIGAN is a writer who has run a company and studied business —with an MBA and PhD—and taught in the field. As a result, Shaun brings a unique perspective to persuasion along with an academic rigor to this book.

Back cover copy

When selling, buying, negotiating, or communicating in business and in life we aim to achieve our objectives without making the other party feel used or exploited. And while there are many excellent books on these topics, none examine the common mechanisms that determine how humans make decisions, and, as a result, the persuasion techniques that could be associated with this process. In Persuade, negotiation experts and authors, Andres Lares, Jeff Cochran, and Shaun Digan, deliver a unique combination of original research, scientific studies, real-world examples, and practical exercises. The book is a fun and insightful read that is simultaneously authoritative, rigorous, and credible. The accomplished authors offer readers an in-depth, up-to-date, and scientific book written in an accessible and commonsense manner. It empowers readers with an easy-to-use, 4-step process that delivers on its promise to revolutionize the way readers will persuade, negotiate, and generally communicate with other people. Persuade will teach you how and why people make decisions and give you the tools to improve your ability to influence others with confidence, integrity, and success. Much like the authors’ corporate training, Persuade will become the go-to resource for executives, managers, entrepreneurs, salespeople, and other business leaders who seek to strengthen their communication abilities and improve their professional performance.