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The Science of Influence
How to Get Anyone to Say "Yes" in 8 Minutes or Less!
Kevin Hogan (Author)
9780470634189, Wiley
Paperback / softback, published 27 October 2010
320 pages, Photos: 1 B&W, 0 Color
22.6 x 15.2 x 2.5 cm, 0.386 kg
Get customers, clients, and co-workers to say "yes!" in 8 minutes or less This revised second edition by a leading expert of influence continues to teach a proven system of persuasion. Synthesizing the latest research in the field of influence with real-world tested experiences, it presents simple secrets that help readers turn a "no" into a "yes." Every secret in this book has been rigorously tested, validated, and found reliable. The amazing secret of The Science of Influence is its simplicity. After you read this book you will immediately understand why people say "no" to you and learn how to turn that "no" into a "yes" from that moment on.
About the Author ix Preface x Acknowledgments xiii 1 Influencing Others to Change 1 2 The First Four Seconds 13 3 The Delta Model of Influence 33 4 Credibility: The Pivot Point of Persuasion 57 5 The New Principles of Influence 65 6 Introduction to Omega Strategies 85 7 Framing Principles, Persuasion Techniques, and Influential Strategies 107 8 Applying the Laws of Influence 131 9 The Influential Secret of Oscillation 157 10 Mind Reading: How to Know What They Are Thinking 167 11 I’ll Think About It 173 12 How Their Brain Buys . . . You! 207 13 “I Will Do the Work for You”: Magic Words That Unlock Minds 219 14 The Power of Thinking without Thinking 233 15 Influence in Sales and Marketing Online and in the Real World 243 16 The Problem and Opportunity of Memory in Influence 259 17 Women: Influencing Women to Buy 267 Bibliography 287 Index 295 Need a Speaker? 305
Subject Areas: Business & management [KJ]
