Details

<p>Introduction 1</p> <p>What You Can Do in a Day 1</p> <p>Foolish Assumptions  1</p> <p>Icons Used in This Book  2</p> <p><b>Chapter 1: Laying the Groundwork for Persuasion and Influence 3</b></p> <p>Defining Persuasion and Influence  4</p> <p>Distinguishing between the two  4</p> <p>Contrasting with manipulation  5</p> <p>Utilising the power of persuasion  6</p> <p>Understanding patterns of motivation  7</p> <p>Persuading ethically  8</p> <p>Employing the impact of influence  8</p> <p>Combining persuading and influencing  10</p> <p>Figuring Out Your Desired Outcomes  12</p> <p>Getting clearer about what you want  13</p> <p>Respecting others  13</p> <p>Working together to achieve your goals 14</p> <p>Embracing the Attributes of an Effective Persuader and Influencer  15</p> <p>Laying the Groundwork for Persuading and Influencing  15</p> <p>Showing that you’re trustworthy 15</p> <p>Demonstrating confidence  16</p> <p>Behaving ethically  17</p> <p>Having a positive and balanced mental attitude  17</p> <p>Being goal- and action-orientated  18</p> <p>Focusing on win–win outcomes  18</p> <p><b>Chapter 2: Getting Things Done</b></p> <p>with the Help of Others 21</p> <p>Highlighting Your Likeability 22</p> <p>Accenting your attractiveness  23</p> <p>Finding similarities  26</p> <p>Common values  26</p> <p>Shared dress sense  26</p> <p>Parallel backgrounds and interests  26</p> <p>Complimenting others  27</p> <p>Offering powerful praise  27</p> <p>Avoiding flattery  28</p> <p>Relying on Reciprocity  29</p> <p>Giving first to gain advantage  30</p> <p>Negotiating and making concessions  33</p> <p>Encouraging Follow-Through on Commitments  34</p> <p>Playing to the desire for consistency  35</p> <p>Getting others to commit 36</p> <p>Following the Crowd  36</p> <p>Building your own crowd  37</p> <p>Recognising and responding to peer pressure  38</p> <p>Asserting Your Authority  39</p> <p>Making the most of titles and positions 39</p> <p>Dressing like an authority figure 41</p> <p>Exposing your expertise  42</p> <p>Taking authority and obedience too far  44</p> <p>Playing Up Exclusivity  45</p> <p><b>Chapter 3: Leading by Example: Quietly Creating Big Change 47</b></p> <p>Expressing Your Disruptive Self 48</p> <p>Adapting your behaviour  48</p> <p>Altering your environment  50</p> <p>Turning the Energy Around  51</p> <p>Redirecting insensitive statements  51</p> <p>Neutralising awkward actions  52</p> <p>Getting Creative  55</p> <p>Spotting opportunities  55</p> <p>Capitalising on opportunities  56</p> <p>Building Strategic Alliances 58</p> <p>Promoting change together  59</p> <p>Adding weight to your argument  61</p> <p><b>Chapter 4: Where to Go from Here 63</b></p> <p>Your Persuasion and Influence To-Do List  63</p> <p>Visiting dummies.com 64</p>

<strong>Elizabeth Kuhnke</strong> is an Executive Coach, founder of Kuhnke Communication and the author of <em>Body Language For Dummies</em> and <em>Persuasion & Influence For Dummies</em>.

GB