Maximum Influence: The 12 Universal Laws of Power Persuasion

ISBN-13: 9780814432099 / Angielski / Miękka / 2013 / 247 str.

Kurt Mortensen

Opis

Salespeople, consultants, managers, executives, entrepreneurs. . . Influence is a crucial tool for absolutely anyone seeking success and prosperity. But how can everyday people actually become more influential? Maximum Influence unlocks the secrets of the master influencers. Now in an all-new edition, the book combines scientific research with real-world studies, presenting the most authoritative and effective arsenal of persuasion techniques ever. Author and renowned expert Kurt Mortensen reveals the 12 Laws of Persuasion, explaining why each law works, how to use it, and what to avoid. You will learn about the law of dissonance, the law of contrast, the law of expectation--and nine other proven principles that consciously and unconsciously propel people to act. You willalso discover how to: - Read anyone instantly - Get people to trust you instinctively - Change minds easily - And convince anyone to give you almost anything With new case studies and cutting-edge influencing techniques, this is the ultimate guide to the art and science of getting exactly what you want--when you want.

Spis treści

Contents

Foreword

Acknowledgments

Introduction

1. The Power of Persuasion
Key to Success

2. Subconscious Triggers
The Automatic Yes

3. The Law of Connectivity
Contagious Cooperation

4. The Law of Involvement
Create and Maintain Interest

5. The Law of Esteem
How Praise Releases Energy

6. The Law of Obligation
How to Get Anyone to Do a Favor for You

7. The Law of Dissonance
Internal Pressure Is the Secret

8. The Law of Verbal Packaging
The Leverage of Language

9. The Law of Association
Create the Environment of Influence

10. The Law of Balance
Logical Mind Versus Emotional Heart

11. The Law of Expectations
The Impact of Suggestion

12. The Law of Contrast
How to Make Price (or Time) a Nonissue

13. The Law of Social Validation
The Art of Social Pressure

14. The Law of Scarcity
Get Anyone to Take Immediate Action

15. The Inside Secrets of Maximum Influence
Your Prepersuasion Checklist

Epilogue

Notes

Index

About the Author

O autorze

KURT W. MORTENSEN is a leading authority on persuasion, negotiation, and influence. He offers his speaking, training, and consulting programs nationwide, helping thousands achieve unprecedented success in business and personal endeavors. He is the author of Persuasion IQ and The Laws of Charisma.