The Naked Negotiator

Artful Persuasion - How to command attention, change minds and influence people

Anyone can be influenced - and anyone can learn to be a skilled influencer!

Master the art of persuasion
Artful Persuasion 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.

Like no other book available, Artful Persuasion looks at both the “hidden persuaders” people respond to unthinkingly and the conscious applied skills (building credibility, the language of persuasion, audience analysis) for getting people to say “yes”.

Packed full of practical pointers

The book’s fascinating case studies into human behavior; its vivid examples of masterful persuaders like Churchill, Lincoln, and Roosevelt; and its practical step-by-step guidelines help you put the extraordinary power of persuasion to work for you.

• Speakers will win over hostile audiences
• Merchandisers will move products off the shelf
• Marketers will position their brands successfully
• Advertisers and PR professionals will jump-start Campaigns
• Executives will negotiate win-win deals
• Managers will sell their ideas to top executives
• Employees will convince their bosses to give them raises
• Lawyers will influence skeptical juries
• Politicians will elicit voter confidence
• Fundraisers will solicit record-breaking donations
• Salespeople will sell products to reluctant buyers, and more!

Preface:

1. Manipulation, Seduction and Persuasion
   How High is Your Persuasion IQ?

Part 1: How persuasion works

1. Thoughtful Persuasion, Mindless Influence
   The two routes to successful persuasion.
2. The Persuasion Effect
   The four patterns of influence.

Part 2: Thoughtful persuasion

3. Foxes, Bloodhounds and Donkeys
   The three types of influencers.
4. Persuasion Starts With Credibility
   How to build trust and sell your expertise.
5. First Impression, Best Impression
   The art of image management.
6. Reading the Other Person
   How to use Personality Type to persuade.
7. Powertalk!
   How to give words added impact.
8. Winning People’s Hearts
   The power of metaphors, analogies and stories.
9. Winning People’s Minds
   How to structure and package your message.
10. Power Pitches
    How to persuade with graphs, charts and video.
11. Ask, Don’t Tell!
    The gentle art of self persuasion.
12. Different Groups - Different Messages
    How to target and influence different groups.
13. Strategy Pure and Simple
    How to out think and out wit your opponents.

Part 3: Mindless influence

14. Mindless Persuasion
    The seven triggers of automatic influence.
15. Persuasion Trigger One
    Contrast: The power of a benchmark.
16. Persuasion Trigger Two
    Reciprocation: The law of give and take.
17. Persuasion Trigger Three
    Commitment: Getting one foot in the door.
18. Persuasion Trigger Four
    Authority: The influence of position.
19. Persuasion Trigger Five
    Scarcity: The rule of the rare.
20. Persuasion Trigger Six
    Social proof: Everyone is doing it.
21. Persuasion Trigger Seven
    Liking: Friends won’t let you down.

Part 4: Persuasion at its best

22. Icons of Influence
    The most influential persuaders of the twentieth century.

Available for purchase from Amazon.com

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