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"Our life, exempt from public haunt, finds tongues in trees, books in the running brooks, sermons in stones, and good in everything."
- William Shakespeare
(1564 - 1616)
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| | Artful Persuasion:
How to Commend Attention, Change Minds, and Influence People
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| | by Harry A. Mills
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ZIN Product Number: 10310486
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| | | |  | | | Product Details
 Format: Paperback, 300 pages
Publisher: AMACOM
ISBN: 0814470637
Release Date: Jan 2, 2000
Average Reader Review:  (Based on 3 reviews.)
| |  | | | In Brief
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. Case studies in human behavior, examples of masterful persuaders such as Churchill and Lincoln, and step-by-step guidelines help readers put the power of persuasion to work. Mills is author of 22 books, and is chief executive of an international consulting and training company, The Mills Group, whose clients include IBM and Toyota. Annotation c. Book News, Inc., Portland, OR
| | | | From The Publisher
Fresh insights and practical guidelines peel away the mystery behind the elusive art of persuasion.
There's really nothing mysterious about getting people to change their minds. No special, inborn gifts. No subliminal tricks. Instead, the best persuaders—advertisers, salespeople, politicians, spin doctors—depend on the fact that everyone responds to messages in just two ways: thoughtfully or mindlessly. And they know how to manipulate these two persuasion routes to make even the most doubtful say "yes."
Jam-packed with fascinating case studies and surprising examples, this comprehensive, entertaining how-to guide puts the powerful tool of persuasion at anyone's disposal. It explains: * How the master persuaders—the Churchills, Lincolns, and Roosevelts—create powerful, memorable messages that convince people of their arguments' logic and rightness * How successful persuaders exploit the psychological triggers that cause people to subconsciously move from "no" to "yes."
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 | | | | | Number of Reviews: 3 Average Rating:
Power, Fun and Money-A Wonderful Guide
-- daniel sheehan, a teacher in New York., May 8, 2000
An absolute must for every lawyer
-- Dave Butler, April 10, 2000
Great Designs, Great Tools, Great Success
-- mohammed islam, a contractor in Brooklyn., May 15, 2000
| |  | | | | Preface: Manipulation, Seduction, and Persuasion: Why I wrote this book; How high is your persuasion IQ? | ix | | Acknowledgments | xix | | Part 1 | How Persuasion Works | | | Chapter 1 | Thoughtful Persuasion, Mindless Influence: The two routes to successful persuasion | 2 | | Chapter 2 | The Persuasion Effect: The four patterns of influence | 4 | | Part 2 | Thoughtful Persuasion | | | Chapter 3 | Foxes, Bloodhounds, and Donkeys: The three types of influencers | 10 | | Chapter 4 | Persuasion Starts with Credibility: How to build trust and sell your expertise | 14 | | Chapter 5 | First Impression, Best Impression: The art of image management | 37 | | Chapter 6 | Reading the Other Person: How to use personality type to persuade | 71 | | Chapter 7 | Power Talk!: How to give words added impact | 84 | | Chapter 8 | Winning People's Hearts: The power of metaphors, analogies, and stories | 105 | | Chapter 9 | Winning People's Minds: How to structure and package your message | 133 | | Chapter 10 | Power Pitches: How to persuade with graphs, charts, and videos | 159 | | Chapter 11 | Ask, Don't Tell!: The gentle art of self-persuasion | 187 | | Chapter 12 | Different Groups, Different Messages: How to target and influence different groups | 200 | | Chapter 13 | Strategy Pure and Simple: How to outthink and outwit your opponents | 210 | | Part 3 | Mindless Influence | | | Chapter 14 | Mindless Persuasion: The seven persuasion triggers of automatic influence | 218 | | Chapter 15 | Persuasion Trigger One: Contrast: The power of a benchmark | 223 | | Chapter 16 | Persuasion Trigger Two: Reciprocation: The law of give-and-take | 230 | | Chapter 17 | Persuasion Trigger Three: Commitment and Consistency: Getting one foot in the door | 237 | | Chapter 18 | Persuasion Trigger Four: Authority: The influence of position | 246 | | Chapter 19 | Persuasion Trigger Five: Scarcity: The rule of the rare | 252 | | Chapter 20 | Persuasion Trigger Six: Conformity: Everyone is doing it | 264 | | Chapter 21 | Persuasion Trigger Seven: Liking: Friends won't let you down | 269 | | Part 4 | Persuasion at its Best | | | Chapter 22 | Icons of Influence: The most influential persuaders of the twentieth century | 278 | | Footnotes | 288 | | Index | 295 |
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| | | | | | Keywords
Creative Ability, Persuasion (Psychology), Influence (Psychology), Applied Psychology, Business / Economics / Finance, Business & Economics, Business Communication - General, Motivational & Inspirational, Entrepreneurship, Psychology, Persuasion (Psychology), Influence (Psychology)
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