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The Science Of Influence, John Wiley & Sons Inc

The Science Of Influence, John Wiley & Sons Inc

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T H E S C I E N C E O F I N F L U E N C E

How to Get Anyone to Say “Yes”  in 8 Minutes or Less!

Kevin Hogan


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The Science Of Influence

Your body language and your physical appearance will jump-start your instant likability, your persuasiveness, and most importantly how you are perceived by every person who meets you. You have less than 10 seconds and realistically closer to four seconds to make a good first impression on those with whom you come into contact.


Contents

About the Author ix
Preface xi
1 Influencing Others to Change 1
2 The First Four Seconds 15
3 The Delta Model of Influence 31
4 Credibility:The Pivot Point of Persuasion 57
5 The New Principles of Influence 67
6 Introduction to Omega Strategies 83
7 Framing Principles, Persuasion Techniques, and
Influential Strategies 107
8 Applying the Laws of Influence 133
9 The Influential Secret of Oscillation 159
10 Mind Reading: How to Know What They Are Thinking 169
11 I’ll Think About It 175
12 How Their Brain Buys . . .You! 213
Bibliography 225
Index 233

Need a Speaker? 241
----------------------------------------------------
“As a sports and performance psychologist who promotes the positive use
of persuasion and influence to turn people into extraordinary performers,
I always urge clients to read Kevin Hogan’s material. His new book, The
Science of Influence, will now be at the top of the required reading list for all
my sales training and coaching clients. Hogan has outdone himself this
time.This is a must-read for everyone who wants to be more successful.”
—Richard F. Gerson, Ph.D., CPC, CPT, CMC
Author of 19 books, including
HEADcoaching: Mental Training for Peak
Performance and Winning the Inner Game
of Selling
“Whether it is in the boardroom, on the golf course, or across the dinner
table,we all struggle to unlearn bad habits, put to rest unfounded fears, and
effect positive change.Kevin Hogan offers us a simple but powerful way to
shape behaviors, responses, and performance—both our own and those of
others.”
—Linda Parker
Educator and author of The FabJob Guide to
Become a Professional Golfer
“A cornucopia of research-proven tips, techniques, and resources to help
you unlock the key to your prospect’s mind and elicit a positive response.
Easier, faster, and more effective for those in business than an advanced
degree in psychology!”
—Roger C. Parker
Author, coach, consultant

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Product details
 Price
 File Size
  1,770 KB
 Pages
  256 p
 File Type
  PDF format
 ISBN
  0-471-67051-0
 Copyright
  2005 by Kevin Hogan 
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