The Art of Persuasive Communication

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Gower Publishing, Ltd., 1997 - 226 páginas
Richard Storey's ground-breaking book reveals the secrets of successful persuaders. In it he sets out the principles governing the influencing process and looks at a range of situations in which we apply them. He identifies four main personality types and shows which communication styles work best for each. With examples, exercises and checklists, and separate chapters on writing, telephoning and presentation, his book provides a comprehensive guide to persuading people to do what you want them to. The Art of Persuasive Communication is described by the author as 'a do-it-yourself influencing kit', designed to help you find the techniques that work for you.
 

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Contenido

Introduction
1
Setting personal objectives
11
Understanding human motivation
31
Asking the right questions
43
Matching your ideas to their needs
63
Developing the relationship
73
Understanding nonverbal communication
83
Applying the power of personality
97
Choosing the right approach
115
Handling resistance
133
Obtaining a decision
165
Influencing groups
181
Influencing on the telephone
197
Choosing an influencing model
217
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