Artful Persuasion: How to Command Attention, Change Minds, and Influence People

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AMACOM Div American Mgmt Assn, Jan 1, 2000 - Language Arts & Disciplines - 300 pages
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Peels away the mystery that surrounds the psychology of influence and reveals how the world's most persuasive politicians, advertisers, salespeople, and spin doctors work their magic. Case studies in human behavior, examples of masterful persuaders such as Churchill and Lincoln, and step-by-step guidelines help readers put the power of persuasion to work
 

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Don't underestimate this book. It is well written and to the point. It can help you quickly understand the art of persuasion in a very artful way; wink!

Contents

Thoughtful Persuasion Mindless Influence The Two Routes to Successful Persuasion
2
The Persuasion Effect The Four Patterns of Influence
4
II
9
Foxes Bloodhounds and Donkeys
10
Persuasion Starts with Credibility How to Build Trust and Sell Your Expertise
14
First Impression Best Impression The Art of Image Management
37
Reading the Other Person How to Use Personality Type to Persuade
71
Power Talk How to Give Words Added Impact
84
III
217
Mindless Persuasion The Seven Persuasion Triggers of Automatic Influence
218
Persuasion Trigger One Contrast The Power of a Benchmark
223
Persuasion Trigger Two Reciprocation The Law of GiveandTake
230
Persuasion Trigger Three Commitment and Consistency Getting One Foot in the Door
237
Persuasion Trigger Four Authority The Influence of Position
246
Persuasion Trigger Five Scarcity The Rule of the Rare
252
Persuasion Trigger Six Conformity Everyone Is Doing It
264

Winning Peoples Hearts The Power of Metaphors Analogies and Stories
105
Winning Peoples Minds How to Structure and Package Your Message
133
Power Pitches How to Persuade with Graphs Charts and Videos
159
Ask Dont Tell The Gentle Art of SelfPer suasion
187
Different Groups Different Messages How to Target and Influence Different Groups
200
Strategy Pure and Simple How to Outthink and Outwit Your Opponents
210
IV
277
V
278
VI
288
VII
295
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About the author (2000)

Harry Mills (Lower Hutt, New Zealand) is the author of 17 books on sales, negotiation, and influence, including the bestselling The Seven Step Master Plan. He is also an active consultant whose international clients include IBM, Coopers & Lybrand, Toyota, Unilever, and BMW.

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