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Persuasion and Influence For Dummies

ISBN: 978-0-470-74737-7
394 pages
December 2011
Persuasion and Influence For Dummies (0470747374) cover image
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
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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

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Elizabeth Kuhnke is an Executive Coach and founder of Kuhnke Communication. She is also the author of the popular Body LanguageFor Dummies.
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