Skip to main content

Persuade: Using the Seven Drivers of Motivation to Master Influence and Persuasion

Persuade: Using the Seven Drivers of Motivation to Master Influence and Persuasion

Philip Hesketh

ISBN: 978-0-857-08636-5 November 2015 Capstone 208 Pages


In Stock



Learn how to influence others and get your own way more often

Wouldn't it be great if you could get the pay rise you've asked for, win the business you've pitched for or get that job you so desperately want?

Well, with this book you can learn how to get inside the head of the person making the decision and find out exactly what is it that's going to get them to say yes! Persuade explains the seven psychological drivers that motivate us all. By understanding these drivers and the impact they have on our own lives, we can gain valuable insights into how we can motivate ourselves, improve our relationships, negotiate more effectively, get people to like us and ultimately get our own way more often. Persuade:

  • Is written in Philip's trademark humorous, yet well-researched style
  • Draws from scientific and psychological sources
  • Is delivered in short, accessible, bite-sized chapters

Introduction: Our Seven Psychological ‘Drivers’ vii

1 Curiosity and the Importance of having Something to Look Forward to 1

2 Why Keeping an Open Mind will Help you to Understand Others 11

3 Using the ‘Bubble Reputation’ to Improve how Others See You 23

4 How Fleeting Attraction and Perceived Similarity can Change ‘no’ to ‘yes’ 35

5 The Single Most Persuasive Expression You can Ever Use 47

6 How to Worm Your Way into a Group’s Affections and Influence Them 61

7 The Chameleon Effectand How to Use Body Language to Your Advantage 73

8 How Your Behaviours Dictate Either Successful Long-Term Partnerships – or Relationships Heading for Disaster 83

9 Why Persistence Pays when Asking for a Favour 97

10 The Power of Belief and the ‘Illusory Correlation’ 109

11 The Anchor Effect, the Drive We have for ‘More’ and How to Improve Your Negotiating Skills 127

12 The Seven Things You Need to Know to Improve Your Communication 137

13 The Truth About Money and Motivation 151

Conclusion: Our Seven Psychological ‘Drivers’ and the Pursuit of Happiness 163

The Top 50 Questions for you to Master Influence and Persuasion 175

About the Author 179

Index 000

“Hesketh delivers his ideas in an energetic and intelligent way, often supporting his assertions with specific research examples which are both interesting and lend credibility to his arguments. This sets him apart from similar “advice style” books” (Edge, January 2016)