Part 1 How persuasion works: thoughtful persuasion, mindless influence; the persuasion effect. Part 2 Thoughtful persuasion: foxes, bloodhounds and donkeys; persuasion starts with credibility; first impression; best impression; reading the other person; powertalk!; winning people's hearts; winning people's minds; power pitches; ask, don't tell; different groups -different messages; strategy pure and simple. Part 3 Mindless persuasion: persuasion trigger one-seven. Part 4 Persuasion at its best: Churchill or Roosevelt?.
Harry Mills (Lower Hutt, New Zealand) is the author of 22 books on sales, negotiation, and influence, including the bestselling Negotiate: The Art of Winning. He is also an active consultant whose international clients include IBM, PricewaterhouseCoopers, Toyota, Unilever, and Lexus.
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