Persuade: The 4-Step Process to Influence People and Decisions - Hardcover

Lares, Andres; Cochran, Jeff; Digan, Shaun

Hardcover

ISBN 10: 1119778514 ISBN 13: 9781119778516

Publisher: Wiley, 2021

Synopsis

Transform your ability to persuade and negotiate with this practical new resource

In Persuade: The 4-Step Process to Influence People and Decisions, accomplished sales, negotiation, and influence experts Andres Lares, Jeff Cochran, and Shaun Digan PhD deliver a concise and insightful take on how to transform your ability to persuade others regardless of the setting.

In this important book you'll discover:

• Original research and scientific studies shedding light on the human decision-making processes that drive success and failure in virtually all interactions
• Real world examples and practical exercises to illustrate and practice the concepts discussed
• A fun yet rigorous approach of a complex subject that can be practically applied in any business situation

Persuade is perfect for executives, managers, entrepreneurs, and other business leaders and will earn a place in the libraries of any professional who negotiates or influences on a regular basis. It is an invaluable resource for anyone seeking to improve their persuasion or deal-making abilities.

About this title

About the Author

ANDRES LARES is Managing Partner at the Shapiro Negotiation Institute and an Adjunct Professor at Johns Hopkins University. His professional focus is on coaching clients in the areas of sales, negotiation, and influencing, especially within sports and Fortune 500 organizations. Andres’ expertise in the field has led to being featured in Forbes, Harvard Business Review, CNBC, FOX, and Entrepreneur, and guest lecturing at universities all over the world.

JEFF COCHRAN is one of the most sought-after negotiation speakers and trainers in the world. He has delivered high-impact sessions in over 20 countries to tens of thousands of professionals as part of customized in-house training and as a speaker at global conferences. In both cases, he has won countless awards and been rated the best speaker of international events.

SHAUN DIGAN is a writer who has run a company and studied business ―with an MBA and PhD―and taught in the field. As a result, Shaun brings a unique perspective to persuasion along with an academic rigor to this book.

From the Back Cover

When selling, buying, negotiating, or communicating in business and in life we aim to achieve our objectives without making the other party feel used or exploited. And while there are many excellent books on these topics, none examine the common mechanisms that determine how humans make decisions, and, as a result, the persuasion techniques that could be associated with this process.

In Persuade, negotiation experts and authors, Andres Lares, Jeff Cochran, and Shaun Digan, deliver a unique combination of original research, scientific studies, real-world examples, and practical exercises. The book is a fun and insightful read that is simultaneously authoritative, rigorous, and credible.

The accomplished authors offer readers an in-depth, up-to-date, and scientific book written in an accessible and commonsense manner. It empowers readers with an easy-to-use, 4-step process that delivers on its promise to revolutionize the way readers will persuade, negotiate, and generally communicate with other people.

Persuade will teach you how and why people make decisions and give you the tools to improve your ability to influence others with confidence, integrity, and success.

Much like the authors’ corporate training, Persuade will become the go-to resource for executives, managers, entrepreneurs, salespeople, and other business leaders who seek to strengthen their communication abilities and improve their professional performance.

From the Inside Flap

When selling, buying, negotiating, or communicating in business and in life we aim to achieve our objectives without making the other party feel used or exploited. And while there are many excellent books on these topics, none examine the common mechanisms that determine how humans make decisions, and, as a result, the persuasion techniques that could be associated with this process.

In Persuade, negotiation experts and au­thors, Andres Lares, Jeff Cochran, and Shaun Digan, deliver a unique combination of original research, scientific studies, real-world exam­ples, and practical exercises. The book is a fun and insightful read that is simultaneously authoritative, rigor­ous, and credible.

The accomplished authors offer readers an in-depth, up-to-date, and scientific book written in an acces­sible and commonsense manner. It empowers readers with an easy-to-use, 4-step process that delivers on its promise to revolutionize the way readers will persuade, negotiate, and generally communicate with other people.

Persuade will teach you how and why people make decisions and give you the tools to improve your ability to influence others with confidence, integrity, and success.

Much like the authors’ corporate training, Persuade will become the go-to resource for executives, manag­ers, entrepreneurs, salespeople, and other business leaders who seek to strengthen their communication abilities and improve their professional performance.

Edition details

• Publisher: Wiley
• Publication date: 2021
• Language: English
• ISBN 10: 1119778514
• ISBN 13: 9781119778516
• Binding: Hardcover
• Edition number: 1
• Number of pages: 256