Persuasion

The art of getting what you want

Dave Lakhani

230 pages, parution le 29/11/2005

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Résumé

Did you know that the outcome of most persuasive events is determined before you ever say a word?

You may know how to sell, but you were probably never taught how to persuade. In this book, persuasion expert Dave Lakhani breaks down the persuasion process into easy-to-use steps. You'll learn not only how to persuade, but the biology and psychology behind persuasion.

In business, persuasion is key to every aspect of sales, marketing, and negotiations. This book reveals today's most effective persuasion techniques for business professionals. While it focuses on the business arena, these principles of persuasion can easily be successfully applied in your personal life.

Though the techniques are similar, Lakhani draws a hard line between persuasion and manipulation, with the primary distinction being intent. True persuasion is based in truth, honesty, inquisitiveness, and the ability to tell a powerful story and to meet the expectations of those you're trying to persuade. Good persuasion is a practiced art-a carefully orchestrated dance between you and the person you are persuading.

L'auteur - Dave Lakhani

Dave Lakhani is the President of Bold Approach, Inc., a business acceleration consultancy. A successful entrepreneur, he is a popular speaker on persuasion, in- fluence, sales, marketing, rapid ideation, and business acceleration. Always alert to the latest means of reaching and persuading potential prospects, Dave writes a blog that gets more than 10,000 visitors a week. You can read it at howtopersuade.com.

Sommaire

Manipulation
Persuasion
Persona-The Invisible Persuader
Transferring Power and Credibility
Storytelling
Gurudom
Desire to Believe
Familiarity
Exclusivity and Availability
Curiosity
Relevancy
Permission Granting
The Quick Persuaders
The Persuasion Equation
Persuasive Selling
Persuasive Advertising
Persuasive Negotiating
Persuading the Masses Electronically
Mastering Persuasion-The Art of Getting What You Want
Persuasion Resources

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Caractéristiques techniques

	PAPIER
Éditeur(s)	Wiley
Auteur(s)	Dave Lakhani
Parution	29/11/2005
Nb. de pages	230
Format	16 x 23,5
Couverture	Relié
Poids	425g
Intérieur	Noir et Blanc
EAN13	9780471730446
ISBN13	978-0-471-73044-6