To get what you want-be it in business or life-you've got to get people to give it to you. While you can use intimidation, manipulation, and seduction to achieve your objectives, such tactics won't win allies for the long haul. Persuasion outlines the process of influencing others and, most importantly, how to apply it. Inside you'll find answers to questions such as:
- How much should I reveal about a plan or project?
- How can I determine someone's true level of interest?
- How can I discern another's needs-and talk about my own-in a business situation?
In today's business world, education, intelligence, and hard work alone won't deliver a win. The ability to persuade is the great differentiator and Persuasion gives you the tools needed to seal the deal.
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About the Author
Tom Gorman has written or collaborated on more than 15 business books and his articles have appeared in Business Marketing magazine and The New York Sunday Times. He holds an M.B.A. from New York University's Stern School of Business. Prior to becoming a full-time author, he worked in Fortune 500 companies and smaller businesses as a banker, manager of product development, executive recruiter, and marketing consultant. He lives in Boston, MA.
Table of Contents
Learn to Persuade, and You'll Always Succeed 1
Changing the Balance of Power 15
First Persuade Yourself 31
Planning to Persuade 45
The Art of Persuasion
Master the Rules-and Tools-of Engagement 63
Chart a Path, Then Lead the Way 77
Overcoming Resistance and Moving Forward 93
Getting Agreement and Closing the Deal 111
Writing to Persuade 129
Selling: Persuading Prospects to Become Customers 147
Find Work in Any Market 167