Details

<p>Acknowledgments xi</p> <p>Chapter 1 Intentional Reality 1</p> <p>Chapter 2 Identity Convergence 14</p> <p>Chapter 3 Kim Kardashian’s Connectors 30</p> <p>Chapter 4 Your Self and Others 44</p> <p>Chapter 5 Your Trusted Self 54 </p> <p>Chapter 6 Reactance Removed 60</p> <p>Chapter 7 The Science of When 76</p> <p><b>52 Techniques 89</b></p> <p>1 Preempting the Neon Sign 93</p> <p>2 Is Less More? 95</p> <p>3 Practice Deframing 98</p> <p>4 You Can’t Beat Biology 100</p> <p>5 Face Your jpeg 102</p> <p>8 Do I Understand? 107</p> <p>9 The First Shall Be Last and the Last Shall Be First 110</p> <p>10 More than the Message 111</p> <p>11 When All Else Fails 113</p> <p>12 Something Money Can’t Buy 114</p> <p>13 Attention ç Here 116</p> <p>14 Imagined Ownership 117</p> <p>15 Unique Frame Precludes “No” 119</p> <p>16 The Contrastive Analysis 121</p> <p>17 Give Them a Cup of Coff ee 123</p> <p>18 The $4,000,000 Bra 125</p> <p>19 Mirror Neuron on the Wall . . . 126</p> <p>20 Behavioral Gravit 128</p> <p>21 If You Insist 129</p> <p>22 Here’s the Message for That Mood 131</p> <p>23 Behavioral Integration 132</p> <p>24 Have Them Help You Help Them Change 133</p> <p>25 The Second Right Answer 136</p> <p>26 Hypothetically Speaking 138</p> <p>27 Switching Labels 139</p> <p>28 Listen for What They’re Not Saying 141</p> <p>29 Role-Response-Projection 142</p> <p>30 Let Them Direct the Traffi c 144</p> <p>31 Absorb Them into Your World 147</p> <p>32 The Hidden Message 149</p> <p>33 Psychic Power 152</p> <p>34 Bond Quickly 154</p> <p>35 Use a Post-It® Note 158</p> <p>36 More Post-It® Magic 160</p> <p>37 Seven New Body Language Tips 163</p> <p>38 Triggering Feelings of Inclusion 164</p> <p>39 Regret Reduction 165</p> <p>40 “I can’t aff ord it.” 167</p> <p>41 Put It on Paper 169</p> <p>42 Choice Sequencing 170</p> <p>43 Generate This Specifi c Sequence of Emotions 172</p> <p>44 The Instant Drama Resolution Technique 175</p> <p>45 Cause Them to Be Interrupted 177</p> <p>46 Recapturing Attention 179</p> <p>47 Decide Right Now 181</p> <p>48 Generate an Irresistible Impulse 182</p> <p>49 Take Them for a Walk 184</p> <p>50 The Story and the Statistic 186</p> <p>51 Understanding, and the Alternative 188</p> <p>52 Give Them Meaning 190</p> <p>A 10-Step Influence Template 192</p> <p>Bibliography 198</p> <p>Index 204</p> <p>About the Author 211</p>

<p><b>KEVIN HOGAN</b> is a public speaker and corporate trainer, teaching about persuasion, influence, body language, emotional intelligence, communication, and motivation. In the last decade, he has become a body language expert and unconscious influence expert to ABC, Fox, the BBC, the <i>New York Times,</i> and many others. He holds a doctoral degree in psychology and has studied extensively in the fields of influence, hypnosis, and nonverbal communication.</p>

<p>There are many moments in life when you have to ask someone a critical question that could determine your salary, whether you have a spouse, whether you get a job—your entire future. Do you know how to get the answer you want? Do you understand how much influence you actually have over your fate? The truth is, how that person is going to respond depends more on what’s going on in <i>your</i> head than it does on what’s going on in theirs. Your expectations, the words you choose, the environment in which you ask these questions—so many factors that <i>you</i> control—can determine whether you hear a “yes” or a “no.” </p><p> <i>Invisible Influence</i> shows you a step-by-step process to quietly persuade others to choose you or your product. Based on new scientific discoveries that reveal fascinating and unique approaches to influence, this book shows how people process their feelings about products, services, and people, and what mental shortcuts they use to make their choices. You’ll learn how to incorporate 52 techniques for subliminally influencing others in order to sell, market, and communicate more effectively, including how to: </p><ul> <li> Use questions early in a conversation to give the person a sense of control and you an opportunity to understand and deliver to their expectations</li><li>Know how much information to give to someone </li><li>Determine what people lose if they don’t do business with you, and then leverage that knowledge </li><li>Use photos in order to make yours a familiar, and therefore more attractive, face </li><li>Recapture someone’s attention </li><li>Use stories to explain what statistics can’t </li><li>Help other people find meaning in their own actions and decisions </li><li>And much more! </li> </ul><p><i>Invisible Influence</i> also includes a 10-step influence template that you can follow for better results in negotiations. When you truly incorporate how you think about and approach communicating with other people, you’ll find that you <i>can</i> persuade anyone, anytime, anywhere to make decisions and take actions that benefit you. </p>

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