Persuasion Equation: The Subtle Science of Getting Your Way

Persuasion Equation: The Subtle Science of Getting Your Way

Persuasion Equation: The Subtle Science of Getting Your Way

Persuasion Equation: The Subtle Science of Getting Your Way


How do you get people to see things your way? Whether you're trying to secure a promotion, make a sale, or rally support for a new idea, the ability to persuade those around you is absolutely essential to success.Merging research and real-world application, this insightful guide reveals what really drives decisions and introduces readers to the persuasion equation-a powerful combination of factors proven to speed agreement. Readers will discover the surprising reasons people say "yes" and learn how to:Radiate an aura of expertise - Win trust and leverage credibility - Build a business case that appeals to both heart and mind - Adapt for personality, gender, and generational differences - Use language strategically - Perfect the five-step persuasionprocess - Generate group buy-in - Master organizational politics - And more from crafting compelling emails to convincing a colleague to nailing the big presentation, Persuasion Equation is your personal recipe for success. "


I vividly remember a phone call in 1985, when a woman I didn’t know asked if I was Alan Weiss.

“Yes, I am,” I said.

“And do you own a Mercedes 450 SLC?” she asked.

“Yes, I do,” I admitted, expecting perhaps a factory recall advisory. “Well, how would you like to own one of the very first car phones in New England?” she prompted.

“I’m free this afternoon,” I said, and I acquired a hard-wired handset, which was the first of the phones in every car I subsequently owned until the advent of cell phones.

I remember this so clearly because it was the last “cold call” purchase I ever made, and because it was so elegantly simple. Today, we’d call that series of questions and answers “consistency,” since it relies on a continuing affirmative t the underlying principles are clear: We should seek commitment, not merely compliance; speed is highly desirable (the longer you wait, the more bad things happen); and finding others’ self-interests and adapting to them is essential.

Mark Rodgers is the expert in persuasive powers. He is a veteran consultant, working with major corporations. He’s a previously published author. and he’s a superb coach. in this book, he’s distilled the key techniques to galvanize others and marshal their support. You’ll learn in the pages that follow that there’s a momentum in passion that can be maneuvered in your favor, just as an expert in martial arts can move a larger opponent using the other’s momentum.

Too many managers believe that they are trying to convince when they are actually trying to coerce. They seek to influence behaviors rather than change beliefs. Their thinking is self-centered rather than . . .

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