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E-BookEPUB2 - DRM Adobe / EPUBE-Book
256 Seiten
Englisch
John Wiley & Sonserschienen am27.05.20211. Auflage
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.



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.mehr
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Produkt

KlappentextTransform 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.



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.
Details
Weitere ISBN/GTIN9781119778721
ProduktartE-Book
EinbandartE-Book
FormatEPUB
Format Hinweis2 - DRM Adobe / EPUB
FormatFormat mit automatischem Seitenumbruch (reflowable)
Erscheinungsjahr2021
Erscheinungsdatum27.05.2021
Auflage1. Auflage
Seiten256 Seiten
SpracheEnglisch
Dateigrösse3563 Kbytes
Artikel-Nr.5775385
Rubriken
Genre9201

Inhalt/Kritik

Inhaltsverzeichnis
1 The Art of Influence and Persuasion 1

Ethics of Influencing 3

The Tenets of Ethical Principles 3

The Influence and Persuasion Process 4

2 Building Credibility 9

Credibility: Trust and Expertise 10

Building Trust 11

Establishing Expertise 19

The Influencer's Toolbox 23

Borrowing Credibility 23

Show Vulnerability 27

Become a Trusted Advisor 30

Putting It All Together 34

3 Engaging Emotion 37

The Linda Problem 37

Emotions 39

Achievement 40

Fear 40

Obligation 41

The Influencer's Toolbox 44

Managing Emotions 44

Storytelling 47

Scripting 50

Mirroring 58

Putting It All Together 68

4 Demonstrating Logic 71

Logic and Rational Decisions 72

The Rational Decision-Making Model 73

The Weighted Criteria Matrix 74

The Role of Prior Belief in Reasoning 77

The Three Steps in Demonstrating Logic to Persuade Others 82

The Influencer's Toolbox 95

Framing 95

Anchoring 98

Features, Advantages, and Benefits 104

Putting It All Together 108

5 Facilitating Action 111

Facilitating Action 111

Types of Closes 113

Soft Closes: Asking Questions to Yes 114

Hard Closes: Making the Ask 118

Creating a Sense of Urgency 120

After the Close 121

The Influencer's Toolbox 122

Getting the Small Yes 122

Providing Options 126

Creating a Safety Net 132

Putting It All Together 133

6 Time and Place 135

The When and the Where 135

The Right Time 136

The Right Place 139

The Right Audience 141

The Influencer's Toolbox 143

The Empathy Gap 143

Happy Endings 145

Putting It All Together 145

7 Body Language 147

Reading and Understanding Body Language 147

Posture 148

Gestures 152

Facial Expressions 154

Awareness of Cultural Differences 161

Body Language for Virtual Selling Environments 162

The Influencer's Toolbox 164

Making a First Impression 164

Body Language as a Tool for Managing Your Own Emotions 165

Body Language as a Tool for Managing the Emotions of Others 167

Putting It All Together 172

8 Personality 175

Characteristics, Traits, and Types 175

Measuring Your Personality Traits 176

The Big Five Personality Traits 177

Altercasting 182

Personality Type Assessments 183

Influencer's Toolbox 187

Identifying with the Traits 187

Influencing with the Traits 188

Putting It All Together 190

9 Putting It All Together 193

A Closer Look at the Four-Step Process 194

Building Credibility 194

Engaging Emotion 195

Demonstrating Logic 195

Facilitating Action 196

Time and Place 196

Beyond the Four-Step Process 196

Appendix 1: A Study of Decision Makers' Decision Making 199

Methods and Analysis 199

Sample and Instrument 199

Analysis and Results 201

Summary of Hypotheses under Consideration 219

Discussion 219

Appendix 2: 50 Question Big Five Personality Traits Assessment 221

End Notes 223

Recommended Reading 229

Acknowledgments 231

About the Authors 233

Index 235mehr
Leseprobe

1
The Art of Influence and Persuasion

Why did you buy this book?

If you are like most of the people and organizations that have come to us for assistance over the last few decades, you likely bought this book because you want to persuade colleagues, sell more, convince bosses for more budget, motivate your staff, or communicate more effectively. Perhaps you are frustrated that you missed out on landing a huge account, were passed over for a promotion, or are having trouble getting colleagues to prioritize your projects. You know how important persuasion is, yet until now, you did not know your success in this area was limited by your not having a process. Stick with us, all the way through this book, and we promise, guarantee even, you will become more persuasive. And, unlike any other book before it, your newly found persuasiveness will not be the result of memorizing a few tactics but instead actually understanding why and how the brain works to improve performance in any future situation you may face.

Humans have been studying the art of influence and persuasion for thousands of years. From ancient philosophers like Plato, Aristotle, and Cicero to the thought leaders of today, such as Carnegie, Cialdini, and Shapiro, the craft of influence and persuasion has fascinated humankind for centuries. Though there is likely more that we do not know than we do know, we have collected a wealth of knowledge on the power and process of influence and persuasion. This wealth of knowledge has come from philosophers, psychologists, economists, medicine, sociology, and other domains, all constantly wanting to better understand why people do what they do.

To accomplish our promise, meaning to improve the way you persuade others, we will summarize the most relevant and supported research over the last two centuries, add the findings of our own extensive research and experience, and convert it all into a practical process, tools, and habits. What you are reading is the result of the following:
Over a decade of extensive research in this field by the three authors.
A pilot study and research study conducted by the authors that involved more than 1000 decision makers from all over the world, testing the various persuasion and influencing techniques referenced throughout the book.
Countless iterations to our model, tactics, and tools through training tens of thousands of people via various academic institutions and our corporate training firm, the Shapiro Negotiations Institute (SNI).

Given the above, and as you will quickly notice beyond this chapter, a tremendous amount of information is packed into this book. As a result, we recommend reading it in chunks, one chapter at a time, with the expectations that you will refer back to it when needed. Almost as if each chapter is its own short book. Though it will be an enjoyable read, it will also be challenging. To make this easier, we have included summaries at the end of each chapter and one at the end of the book to refer to again.

Finally, to conclude this introduction and before we go any further, we need to get one administrative item out of the way. Importantly, what is influence and persuasion? According to the Oxford Dictionary, influence is the capacity to have an effect on the character, development, or behavior of someone or something, or the effect itself. Persuasion is to cause (someone) to do something through reasoning or argument. Though both terms are not completely synonymous, we will use them fairly interchangeably and will refer to our definition, which is to cause someone to do or say something.

So, without further ado, Jeff, Shaun, and I hope you enjoy the book and find it helps you improve your communication, persuasion, and influencing skills, professionally and personally.
Ethics of Influencing

You are negotiating with a terrorist and the only way you can prevent him from setting off a bomb is to deceive him. Do you do it?

Hopefully, you are not faced with this situation; however, this question is an example of many tough questions we face when dealing with the ethics of influencing and persuasion. Does the end justify the means? What role does intention play? Will this decision impact others? These are a few of the many fair questions we need to ask when we are working through the ethics of persuasion.

This book will improve your ability to influence and persuade others, but with this improved skill comes a responsibility. Our hope, or more directly stated, our request, is that you use the information in this book with positive intentions, in a truthful manner, and respecting all of the other parties involved. A fine line exists between white hat and black hat uses for these tools, but we trust you will decide where that line belongs. This is a dynamic decision, one that you should think about while reading this book, as opportunities arise, and continuously address as needed. We cannot tell you where to draw an ethical line but your being aware and thoughtful of this aspect will increase the likelihood the knowledge, tools, and tactics in this book are used the right way.
The Tenets of Ethical Principles

The five tenets of the Ethical Principles of Psychology1 is a simple method you could use to determine the ethical use of the concepts covered in this book:
Beneficence: Approach influence and persuasion with the intent to benefit others and do no harm. To do this, you must be alert to the wants and needs of others and balance these against your own motives and self-interest.
Responsibility: Your obligation to be loyal and faithful and do what you say. You must hold your end of any agreement and accept your own responsibility for the outcomes.
Integrity: Your dedication to use accuracy, honesty, and truthfulness in your pitches and arguments. You should not lie, use fraud, or deceive to elicit self-serving interests, and you should strive to correct any misconceptions that lead to mistrust.
Justice: The sense of fairness behind your outcome or intended outcome. In your attempts to influence and persuade, you should be looking for the win-win, where everyone benefits and there is no loser.
Respect: People have the right to privacy, confidentiality, and to their own self-determination. This means not taking advantage of people and allowing them to come to their decision without being manipulative or forceful.
The Influence and Persuasion Process

As we previously mentioned, the study of influence and persuasion has been around for a long, long time. In approximately 350 B.C., Aristotle, one of the most famous and impactful philosophers in human history, introduced the concepts of Ethos, Pathos, and Logos, three elements of rhetorical persuasion, which are the basis for many models we continue to use.
Ethos is about a person's credibility and character.
Pathos is about appealing to the audience's emotion.
Logos is about using logic and reason.

Since then, for thousands of years, philosophers, businesspeople, marketers, entrepreneurs, agencies, negotiators, politicians, and many other professionals and organizations have used these concepts to persuade audiences. Today, one can find the triangle shown in Figure 1.1 in many offices, textbooks, and websites.

Since the early 2000s, our sales, negotiation, and influence training company, Shapiro Negotiations Institute (SNI), has studied and taught this concept. In 2005, SNI developed its own model, based upon these principles, which you will see in this book. Since its first iteration, many aspects of the model have evolved, and rightfully so. Through our decades of experience, the growing body of scientific studies, and our own research, we have tweaked our tools and techniques, developed new exercises, and evolved our methods and model, using this knowledge to advise people and organizations all over the world. All of this has led Jeff, my partner in the business, Shaun, a friend and fellow researcher, and myself to write this book.

Figure 1.1

We chose to base our influence and persuasion model and our Influence Without Authority⢠training program on Aristotle's concepts because they are strong, simple, and actionable. However, we felt compelled to update this model for two key reasons:
The world, and how we understand it, had changed. Around the time that Aristotle proposed these concepts, Alexander the Great was in his prime. Wars were constant, and if you were a man of age, you would almost certainly be drafted into the army. When not at war, you might attend symposia, which were drinking parties that lasted for days. Attending public trials commonly ended with the execution of those found guilty. Gender and socioeconomic status defined who you were. If you were poor, you were unable to vote or get an education. If you were a woman, you probably did not control your life; instead, your father, brother, husband, or son controlled it. Since that time, we have evolved in the way we interact and in our knowledge of the most effective ways to communicate, influence, and persuade.
Aristotle's philosophies needed adaptation to become a practical process. Aristotle did not address when to use ethos, pathos, or logos. When are they appropriate? Is there an order? How do I build credibility? What emotions should I engage? These were all the questions we felt needed to be answered...
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