This brief, reader-friendly guide focuses on the kinds of persuasion employed by business people in their day-to-day work. It considers such factors as organizational relationships and culture, and the context of every persuasive act of communication. KEY TOPICS Specific chapter topics cover developing your argument, checking your logic, analyzing your audience, motivating your audience, studying the organization, and considering the intercultural environment. For managers and assistant managers—and anyone responsible for a staff—who needs to communicate in a persuasive and compelling way.
"synopsis" may belong to another edition of this title.
This concise, practical book is written for you if you want to persuade and influence other people in business—how to...
HOW THIS BOOK CAN HELP YOU
If your business success depends on your ability to persuade and influence others, this book can help you. In it, you will find specific advice on how to:
WHO CAN USE THIS BOOK
This book will be useful to you if your ability to get things done depends on dealing with other people through persuasive communication skills. Consider the following:
WHY THIS BOOK WAS WRITTEN
Many of the MBA students and executives I have taught have told me that they want a quick, readable guide to the issues discussed in class. In developing this course, I discovered that most books on persuasion are long, tedious, and academic. This book, in contrast, is brief, relevant, and reader-friendly.
HOW THIS BOOK IS ORGANIZED
This book is organized into six chapters.
I. Develop Your Argument. To help you construct a supportable argument for a position or decision you have made, you will learn how to state your position clearly, provide reasons that support your position, choose evidence that supports your reasons, and make them all fit together logically.
II. Check Your Logic. In this chapter you will learn strategies for creating a logical message structure as well as for avoiding the pitfalls of unfair and illogical arguments.
III. Analyze Your Audience. This chapter provides a number of ways to analyze your particular audience. The chapter includes questions to ask yourself as well as a number of approaches to gaining information about your audience.
IV. Motivate Your Audience. Two important aspects of persuasion—audience motivation techniques and credibility enhancement techniques—are covered in this chapter.
V. Study the Organization. In this chapter, you will learn how to analyze organizational structures and ways of sharing information—as well as your own position in the organization, based on the relationships involved and your credibility.
VI. Consider the Culture. Information on differences among the various world cultures is provided in this chapter, which addresses such issues as context, time, view of society, view of employee, view of authority, silence, and gender. You will find advice and strategies for dealing with people from cultures other than your own.
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