The Elements Of Persuasion

Author : William A. Covino
Publisher : Addison-Wesley Longman
Page : 188 pages
File Size : 53,7 Mb
Release : 1998
Category : Juvenile Nonfiction
ISBN : STANFORD:36105029307621

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The Elements of Persuasion by William A. Covino Pdf

Ninth in the "Elements of Composition"series, The Elements of Persuasion is a brief and inexpensive alternative to longer, "standard" texts. The book provides students with a concise introduction to major theories of persuasion; analysis of political, cultural, and literary events that represent the significance and scope of persuasion; and a range of questions and exercises to develop critical reading and writing skills. An introductory chapter offers a general overview of persuasion, illustrating the contributions of Aristotle's Rhetoric, J.L. Austin's speech act theory, and Kenneth Burke's dramatism with current examples from political oratory, advertising, and hypothetical situations, as well as extensive analysis of the "dramatism" of the O.J. Simpson trial. With this foundation, students are then able to begin their own analysis of persuasion in public discourse and to assess the elements of persuasion in their own writing.

Author : Richard Maxwell,Robert Dickman
Publisher : Harper Collins
Page : 260 pages
File Size : 42,6 Mb
Release : 2009-10-13
Category : Psychology
ISBN : 9780061859861

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The Elements of Persuasion by Richard Maxwell,Robert Dickman Pdf

"Every great leader is a great storyteller," says Harvard University psychologist Howard Gardner. According to master storytellers Richard Maxwell and Robert Dickman, storytelling is a lot like running. Everyone knows how to do it, but few of us ever break the four-minute mile. What separates the great runners from the rest? The greats know not only how to hit every stride, but how every muscle fits together in that stride so that no effort is wasted and their goals are achieved. World-class runners know how to run from the inside out. World-class leaders know how to tell a story from the inside out. In The Elements of Persuasion, Maxwell and Dickman teach you how to tell stories too. They show you how storytelling relates to every industry and how anyone can benefit from its power. Maxwell and Dickman use their experiences—both in the entertainment industry and as corporate consultants—to deliver a formula for winning stories. All successful stories have five basic components: the passion with which the story is told, a hero who leads us through the story and allows us to see it through his or her eyes, an antagonist or obstacle that the hero must overcome, a moment of awareness that allows the hero to prevail, and the transformation in the hero and in the world that naturally results. Let's face it: leading is a lot more fun than following. Even if you never want to be a CEO or to change the world, you do want to have control over your own work and your own ideas. Ultimately, that is what the power of storytelling can give you.

Author : Robert B. Cialdini
Publisher : Pearson Scott Foresman
Page : 434 pages
File Size : 46,5 Mb
Release : 1988
Category : Business & Economics
ISBN : STANFORD:36105001636971

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Influence by Robert B. Cialdini Pdf

Influence: Science and Practice is an examination of the psychology of compliance (i.e. uncovering which factors cause a person to say "yes" to another's request) and is written in a narrative style combined with scholarly research. Cialdini combines evidence from experimental work with the techniques and strategies he gathered while working as a salesperson, fundraiser, advertiser, and other positions, inside organizations that commonly use compliance tactics to get us to say "yes". Widely used in graduate and undergraduate psychology and management classes, as well as sold to people operating successfully in the business world, the eagerly awaited revision of Influence reminds the reader of the power of persuasion. Cialdini organizes compliance techniques into six categories based on psychological principles that direct human behavior: reciprocation, consistency, social proof, liking, authority, and scarcity. Copyright © Libri GmbH. All rights reserved.

Author : Jay A. Conger
Publisher : Harvard Business Review Press
Page : 80 pages
File Size : 53,7 Mb
Release : 2008-09-08
Category : Business & Economics
ISBN : 9781633691025

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The Necessary Art of Persuasion by Jay A. Conger Pdf

In an age when managers can no longer rely on formal power, persuading people is more important than ever. Persuasion is a process of learning from colleagues and employees and negotiating shared solutions to solving problems and achieving goals. In The Necessary Art of Persuasion, Jay Conger describes four essential components of persuasion and explains how to master them, providing the information you need to fulfill your managerial mandate: getting work done through others.

Author : Hubert Eugene Knepprath
Publisher : Unknown
Page : 498 pages
File Size : 47,7 Mb
Release : 1962
Category : Campaign speeches
ISBN : WISC:89011005733

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The Elements of Persuasion in the Nationally Broadcast Speeches of Eisenhower and Stevenson During the 1956 Presidential Campaign by Hubert Eugene Knepprath Pdf

Author : Noah J. Goldstein,Steve J. Martin,Robert Cialdini
Publisher : Simon and Schuster
Page : 288 pages
File Size : 45,7 Mb
Release : 2008-09-03
Category : Business & Economics
ISBN : 1416571124

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Yes! by Noah J. Goldstein,Steve J. Martin,Robert Cialdini Pdf

Learn how small changes can make a big difference in your powers of persuasion with this New York Times bestselling introduction to fifty scientifically proven techniques for increasing your persuasive powers in business and life. Every day we face the challenge of persuading others to do what we want. But what makes people say yes to our requests? Persuasion is not only an art, it is also a science, and researchers who study it have uncovered a series of hidden rules for moving people in your direction. Based on more than sixty years of research into the psychology of persuasion, Yes! reveals fifty simple but remarkably effective strategies that will make you much more persuasive at work and in your personal life, too. Cowritten by the world’s most quoted expert on influence, Professor Robert Cialdini, Yes! presents dozens of surprising discoveries from the science of persuasion in short, enjoyable, and insightful chapters that you can apply immediately to become a more effective persuader. Often counterintuitive, the findings presented in Yes! will steer you away from common pitfalls while empowering you with little known but proven wisdom. Whether you are in advertising, marketing, management, on sales, or just curious about how to be more influential in everyday life, Yes! shows how making small, scientifically proven changes to your approach can have a dramatic effect on your persuasive powers.

Author : Jasper Kim
Publisher : Routledge
Page : 128 pages
File Size : 54,8 Mb
Release : 2018-03-28
Category : Social Science
ISBN : 9781351113694

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Persuasion by Jasper Kim Pdf

Persuasion: The Hidden Forces That Influence Negotiations represents the first book of its kind to package and present persuasion principles in an innovative, international, and interdisciplinary fashion. This easy-to-understand book is the culmination of seminal research findings spanning across decades and disciplines – psychology, philosophy, negotiations, decision-making, logic, law, and economics, among others – from esteemed experts around the world. Persuasion provides a series of short, simple-to-use intellectual tools to go above and beyond merely describing "what to think"– but "how to think" in a persuasion, influence, and negotiation context –across a diverse array of disciplines, sectors, and situations from boardrooms to classrooms for the twenty-first century.

Author : James Benjamin
Publisher : Cengage Learning
Page : 364 pages
File Size : 42,9 Mb
Release : 1997
Category : Communication
ISBN : PSU:000043599325

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Principles, Elements, and Types of Persuasion by James Benjamin Pdf

In this text, the author emphasizes practical applications as students master the research and theories of persuasion. By acknowledging that both rhetorical and behavioral theories contribute to the understanding of persuasion, this text blends production and consumption of persuasion.

Author : Christophe Morin,Patrick Renvoise
Publisher : John Wiley & Sons
Page : 352 pages
File Size : 51,9 Mb
Release : 2018-09-11
Category : Business & Economics
ISBN : 9781119440758

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The Persuasion Code by Christophe Morin,Patrick Renvoise Pdf

The Persuasion Code Capture, convince, and close—scientifically Most of your attempts to persuade are doomed to fail because the brains of your audience automatically reject messages that disrupt their attention. This book makes the complex science of persuasion simple. Learn to develop better marketing and sales messages based on a scientific model; NeuroMap™. Regardless of your level of expertise in marketing, neuromarketing, neuroscience or psychology: The Persuasion Code: How Neuromarketing Can Help You Persuade Anyone, Anywhere, Anytime will make your personal and business lives more successful by unveiling a credible and practical approach towards creating a breakthrough persuasion strategy. This book will satisfy your interest in neuromarketing, scientific persuasion, sales, advertising effectiveness, website conversion, marketing strategy and sales presentations. It’ll teach you the value of the award-winning persuasion model NeuroMapTM : the only model based on the science of how your customers use their brain to make any decision including a buying decision. You will appreciate why this scientific approach has helped hundreds of companies and thousands of executives achieve remarkable results. Written by the founders of SalesBrain who pioneered the field of neuromarketing SalesBrain has trained more than 100,000 executives worldwide including over 15,000 CEO Includes guidance for creating your own neuromarketing plan Advance your business or career by creating persuasive messages based on the working principle of the brain.

Author : Randal Marlin
Publisher : Broadview Press
Page : 394 pages
File Size : 42,5 Mb
Release : 2013-09-30
Category : Philosophy
ISBN : 9781770484665

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Propaganda and the Ethics of Persuasion - Second Edition by Randal Marlin Pdf

This book develops a sophisticated account of propaganda and its intriguing history. It begins with a brief overview of Western propaganda, including Ancient Greek theories of rhetoric, and traces propaganda’s development through the Christian era, the rise of the nation-state, World War I, Nazism, Communism, and the present day. The core of the book examines the ethical implications of various forms of persuasion, not only hate propaganda but also insidious elements of more generally acceptable communication such as advertising, public relations, and government information, setting these in the context of freedom of expression. This new edition is updated throughout, and includes additional revelations about a key atrocity story of World War I.

Author : Richard Maxwell,Robert Dickman
Publisher : HarperBusiness
Page : 0 pages
File Size : 50,9 Mb
Release : 2007-08-14
Category : Business & Economics
ISBN : 0061179035

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The Elements of Persuasion by Richard Maxwell,Robert Dickman Pdf

"Every great leader is a great storyteller," says Harvard University psychologist Howard Gardner. According to master storytellers Richard Maxwell and Robert Dickman, storytelling is a lot like running. Everyone knows how to do it, but few of us ever break the four-minute mile. What separates the great runners from the rest? The greats know not only how to hit every stride, but how every muscle fits together in that stride so that no effort is wasted and their goals are achieved. World-class runners know how to run from the inside out. World-class leaders know how to tell a story from the inside out. In The Elements of Persuasion, Maxwell and Dickman teach you how to tell stories too. They show you how storytelling relates to every industry and how anyone can benefit from its power. Maxwell and Dickman use their experiences—both in the entertainment industry and as corporate consultants—to deliver a formula for winning stories. All successful stories have five basic components: the passion with which the story is told, a hero who leads us through the story and allows us to see it through his or her eyes, an antagonist or obstacle that the hero must overcome, a moment of awareness that allows the hero to prevail, and the transformation in the hero and in the world that naturally results. Let's face it: leading is a lot more fun than following. Even if you never want to be a CEO or to change the world, you do want to have control over your own work and your own ideas. Ultimately, that is what the power of storytelling can give you.

Author : Scott Hogle
Publisher : Made For Success Publishing
Page : 320 pages
File Size : 43,9 Mb
Release : 2018-01-01
Category : Business & Economics
ISBN : 9781613397718

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Persuade by Scott Hogle Pdf

Becoming successful in business requires that you win with others relationally before you can persuade them financially. It is not enough to sell your product - you must sell yourself. Customers must buy what you are saying before they buy what you are selling. Persuade is a success playbook filled with skills that will help you connect quicker, communicate confidently, and close more sales. But Persuade is not your typical business book. It is filled with stories of life and love, family and friends, and success strategies that will help you serve more, sell more, and succeed more.

If your success is dependent on your ability to build relationships and increase revenue, you will find this book invaluable. Persuade will help you grow in your confidence to communicate, connect, and successfully persuade customers through the stages of the sale.

Top salespeople become the best because they learn from the best. The author includes insightful intelligence from sellers and executives at Facebook, Google, iHeart Radio, Amazon, New York Life, Hawaiian Airlines, Dell EMC, Microsoft Xbox, Clear Channel Airports, and Zillow who share stories & case studies on how they deploy the powers of persuasion discovered in Persuade.

Author : Robert Cialdini
Publisher : Simon and Schuster
Page : 469 pages
File Size : 53,9 Mb
Release : 2016-09-06
Category : Business & Economics
ISBN : 9781501109812

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Pre-Suasion by Robert Cialdini Pdf

The acclaimed New York Times and Wall Street Journal bestseller from Robert Cialdini—“the foremost expert on effective persuasion” (Harvard Business Review)—explains how it’s not necessarily the message itself that changes minds, but the key moment before you deliver that message. What separates effective communicators from truly successful persuaders? With the same rigorous scientific research and accessibility that made his Influence an iconic bestseller, Robert Cialdini explains how to prepare people to be receptive to a message before they experience it. Optimal persuasion is achieved only through optimal pre-suasion. In other words, to change “minds” a pre-suader must also change “states of mind.” Named a “Best Business Books of 2016” by the Financial Times, and “compelling” by The Wall Street Journal, Cialdini’s Pre-Suasion draws on his extensive experience as the most cited social psychologist of our time and explains the techniques a person should implement to become a master persuader. Altering a listener’s attitudes, beliefs, or experiences isn’t necessary, says Cialdini—all that’s required is for a communicator to redirect the audience’s focus of attention before a relevant action. From studies on advertising imagery to treating opiate addiction, from the annual letters of Berkshire Hathaway to the annals of history, Cialdini outlines the specific techniques you can use on online marketing campaigns and even effective wartime propaganda. He illustrates how the artful diversion of attention leads to successful pre-suasion and gets your targeted audience primed and ready to say, “Yes.” His book is “an essential tool for anyone serious about science based business strategies…and is destined to be an instant classic. It belongs on the shelf of anyone in business, from the CEO to the newest salesperson” (Forbes).

Author : Elizabeth Kuhnke
Publisher : John Wiley & Sons
Page : 402 pages
File Size : 42,7 Mb
Release : 2011-12-12
Category : Psychology
ISBN : 9780470747377

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Persuasion and Influence For Dummies by Elizabeth Kuhnke Pdf

Many people want to gain trust or support in business and throughout life, but the true skill is doing so in a charming fashion! Whether you're convincing the boss about your much-deserved promotion or a busy restaurateur to offer a better table, the power of persuasion can help improve and increase your successes. Elizabeth Kuhnke, author of the bestselling Body Language For Dummies, guides the reader through easy-to-implement techniques that can turn a timid person into someone bursting with self confidence and the ability to influence. Topics covered will include: The key elements in becoming more persuasive - body language, listening skills, using persuasive words and actions Finding a common ground and establishing a connection with your audience Capturing their attention and keeping them interested Putting yourself across convincingly Getting things done through others Identifying the type of person you're dealing with - and responding in an appropriate manner

Author : Eric S. Knowles,Jay A. Linn
Publisher : Psychology Press
Page : 350 pages
File Size : 43,9 Mb
Release : 2004-02-26
Category : Psychology
ISBN : 9781135626389

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Resistance and Persuasion by Eric S. Knowles,Jay A. Linn Pdf

Resistance and Persuasion is the first book to analyze the nature of resistance and demonstrate how it can be reduced, overcome, or used to promote persuasion. By examining resistance, and providing strategies for overcoming it, this new book generates insight into new facets of influence and persuasion. With contributions from the leaders in the field, this book presents original ideas and research that demonstrate how understanding resistance can improve persuasion, compliance, and social influence. Many of the authors present their research for the first time. Four faces of resistance are identified: reactance, distrust, scrutiny, and inertia. The concluding chapter summarizes the book's theoretical contributions and establishes a resistance-based research agenda for persuasion and attitude change. This new book helps to establish resistance as a legitimate sub-field of persuasion that is equal in force to influence. Resistance and Persuasion offers many new revelations about persuasion: *Acknowledging resistance helps to reduce it. *Raising reactance makes a strong message more persuasive. *Putting arguments into a narrative increases their influence. *Identifying illegitimate sources of information strengthens the influence of legitimate sources. *Looking ahead reduces resistance to persuasive attempts. This volume will appeal to researchers and students from a variety of disciplines including social, cognitive, and health psychology, communication, marketing, political science, journalism, and education.