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"Love is to man an embarrassment, even a word; it is to a woman an excuse for existence, especially the word."
- Author Unknown
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ZIN Product Number: 10310628
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| | | |  | | | Product Details
 Format: Paperback, 193 pages
Publisher: AMACOM
ISBN: 0814479529
Release Date: Jan 8, 2001
Average Reader Review:  (Based on 1 review.)
| |  | | | From The Publisher
This refreshing book provides readers with a unique, proven, step-by-step analytical thinking process that anyone can use to analyze, organize and present information in a persuasive way. Readers learn how to perceive the needs of others, create an error-free proposal, and more.
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 | | | | | Number of Reviews: 1 Average Rating:
Now I Know How to Get Buy-In for My Ideas!
-- A reviewer, August 18, 2000
| |  | | | | Foreword | | | Acknowledgments | | | Introduction | 1 | | 1 | Overview | 17 | | 2 | Creativity | 20 | | 3 | Two Principles of Communication | 26 | | 4 | The Buying Process | 33 | | 5 | The Persuasion Process: Part I | 40 | | 6 | Needs | 48 | | 7 | The Persuasion Process: Part II | 58 | | 8 | Controlling the Persuasion Process | 69 | | 9 | Features, Functions, and Benefits | 82 | | 10 | Setting Your Objective | 91 | | 11 | Using the Tools | 98 | | 12 | Case Study: How to Increase Staff During a Hiring Freeze | 109 | | 13 | Case Study: How to Get Funding for Your Program | 116 | | 14 | Case Study: How to Be a Rocket Scientist! | 122 | | 15 | Building Your Own Proposal | 128 | | 16 | A Touch of the Real World | 137 | | 17 | Can You Find the Errors? | 150 | | 18 | Selling Your Ideas to Higher Management | 164 | | 19 | The Anatomy of Persuasion as a Management Tool | 172 | | A Final Word: Thinking and Talking in Terms of Benefits | 177 | | App. I | A Checklist of Common Errors | 181 | | App. II | The Anatomy of Persuasion Preparation Guidelines | 184 | | App. III | The Anatomy of Persuasion Outline Guide | 185 | | App. IV | The Anatomy of Persuasion Structure and Alignment Chart | 186 | | Index | 187 |
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| | | | | | Keywords
Negotiation in business, Persuasion (Psychology), Persuasion (Rhetoric), Selling, Leadership, Human Relations In Business, Communication In Groups, Business / Economics / Finance, Business & Economics, Business Communication - General, Management - General, Negotiation in business, Leadership, Persuasion (Psychology), Selling, Persuasion (Rhetoric)
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