| Description |
vii, 226 pages : illustrations ; 23 cm |
| Contents |
1. Setting personal objectives -- 2. Understanding human motivation -- 3. Asking the right questions --4. Matching your ideas to their needs -- 5. Developing the relationship -- 6. Understanding non-verbal communication -- 7. Applying the power of personality -- 8. Choosing the right approach -- 9. Handling resistance -- 10. Obtaining a decision -- 11. Influencing groups -- 12. Influencing on the telephone -- 13. Writing to win -- Appendix. Choosing an influencing model |
| Summary |
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 |
| Notes |
Includes index |
| Bibliography |
Includes bibliographical references (pages 221-222) and index |
| Subject |
Business communication.
|
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Communication in management.
|
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Communication.
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Persuasion (Rhetoric)
|
| LC no. |
96040147 |
| ISBN |
0566078198 |
|
