Persuasion Equation: The Subtle Science of Getting Your Way - Softcover

Rodgers, Mark

Softcover

ISBN 10: 0814434177 ISBN 13: 9780814434178

Publisher: AMACOM, 2015

Synopsis

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 persuasion process
• Generate group buy-in
• Master organizational politics

From crafting compelling emails to convincing a colleague to nailing the big presentation, Persuasion Equation is your personal recipe for success.

About this title

About the Author

MARK RODGERS is a principal partner of the Peak Performance Business Group, which helps clients dramatically improve their ability to persuade. A sought-after speaker, he has conducted more than 1,500 sales and persuasion workshops and averages more than 200 presentations a year. He pens the Persuasion Matters blog and is the author of Accelerate the Sale.

From the Back Cover

"My educated guess is that there are approximately 1,001 research-based tips in this book for making yourself more persuasive in business situations. Mark Rodgers talks about something else that's just as important, though: how to conduct yourself with grace and integrity when things don't go your way." --Daniel H. Pink, best-selling author of To Sell Is Human and Drive

"Anyone in a role that requires advocacy and influence would benefit from the practical advice Mark Rodgers offers in Persuasion Equation." --Steve King, Executive Director, University of Wisconsin School of Business

Are some people naturally more persuasive than others? No. Persuasion in business settings is a quantifiable and repeatable science that any professional can learn.

Persuasion Equation presents a series of specific steps that together form an ultra-powerful driver of agreement, decision making, ownership, and productivity.

This eye-opening and practical book reveals universal but surprising truths about:

- What persuasion is, and what it's for--as well as what it's not

- Credibility: how it's gained, lost, and rebuilt

- The real reasons people say no, and what they need to hear to get to yes

- Personality differences, gender and age gaps--and how to leverage them toward agreement

You'll also learn how to use precise combinations of quantitative and qualitative reasoning to target the logical, financial, and emotional sides of an issue, so that buy-in is truly three dimensional.

Persuasion Equation's use-it-now tools include: 19 ways to influence up, down, and sideways - "Moment-of-Yes" do's and don'ts - A seven-step Persuasion Action Plan - 10 Emergency Actions for when things are headed south - And proven tips for building self-confidence and persuading the most important colleague of all . . . yourself

There is no magic or secret to getting the agreement and cooperation you need for success. Just a dynamic process suited to any business situation, in any industry, and at any level. It's logical, it's clear, and it always works. It's the Persuasion Equation.

Mark Rodgers is a principal partner of the Peak Performance Business Group, which helps clients dramatically improve their ability to persuade. A sought-after speaker, he has conducted more than 1,500 sales and persuasion workshops, and averages more than 200 presentations a year. He pens the Persuasion Matters blog and is the author of Accelerate the Sale. Visit his website: www.PersuasionMatters.com.

Edition details

• Publisher: AMACOM
• Publication date: 2015
• Language: English
• ISBN 10: 0814434177
• ISBN 13: 9780814434178
• Binding: Paperback
• Number of pages: 240