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Persuasion and Influence For Dummies
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Table of Contents

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

About the Author

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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