7 Triggers to Yes The New Science Behind Influencing People's Decisions

ISBN-10: 0071544372
ISBN-13: 9780071544375
Edition: 2008
List price: $42.00 Buy it from $19.93
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Description: Introducing 7 scientifically proven ways to increase your powers of persuasion... Everybody knows that the best way to persuade people to reach the "Yes" response is by using logic and reason, right? Wrong. According to the latest research in  More...

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Book details

List price: $42.00
Copyright year: 2008
Publisher: McGraw-Hill Companies, The
Publication date: 1/7/2008
Binding: Hardcover
Pages: 240
Size: 6.25" wide x 9.50" long x 1.25" tall
Weight: 1.144
Language: English

Introducing 7 scientifically proven ways to increase your powers of persuasion... Everybody knows that the best way to persuade people to reach the "Yes" response is by using logic and reason, right? Wrong. According to the latest research in neuroscience, most people respond to emotional cues rather than rational ones. Instead of using facts and figures to persuade, you should be tapping into the brain's internal triggers for making decisions. With the new technology of realtime brain imaging, scientists have been able to pinpoint seven of these emotional triggers. These are the 7 Triggers to Yes: THE FRIENDSHIP TRIGGER activates trust and agreement through bonding. THE AUTHORITY TRIGGER creates a perception of expertise that activates acceptance. THE CONSISTENCY TRIGGER motivates consistency with past actions. THE RECIPROCITY TRIGGER taps into the rationale that when you give, you get something back. THE CONTRAST TRIGGER makes your request better than other available options. THE REASON WHY TRIGGER poses reasons that activate an automatic "Yes." THE HOPE TRIGGER instills positive expectations that deliver agreement. Activating one or more of the other person's triggers will make you a master persuader in every aspect of your life. You'll learn how to motivate a "Yes" response from clients, coworkers, employees, and entire organizations. Just say "YES" to success.

The Awesome Power of Persuasion Winners and Losers Persuasion—
Then and Now What’s the Breakthrough Decision
Management Persuasion Powerhouses
Triggering YES Friendship
Trigger Authority
Trigger Consistency
Trigger Reciprocity
Trigger Contrast
Trigger Reason
Why Trigger
Hope Trigger Persuasion Goals
Persuasive Communication
Persuasive Presentations Resolving Resistance Getting Commitment Wrap

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