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| Introduction: What This Book Can Do for You | |
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| How to Play the Persuasion Game | |
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| Eight Magic Keys that Control People | |
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| People can be persuaded if they think you can reward them | |
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| People can be persuaded if they think you can punish them | |
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| How to apply the dual pressures of reward and punishment | |
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| People can be persuaded if you have bonded with them | |
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| People can be persuaded if the situation limits their options | |
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| People can be persuaded if they think you have more expertise than they do | |
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| People can be persuaded, if you act consistently | |
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| Fifteen Magic Keys that Make People Believe You | |
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| Never assume they believe you | |
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| Tell them only as much as they'll believe | |
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| Tell the truth, even if it hurts | |
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| Point out the disadvantages | |
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| Use precise numbers | |
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| Let them know if you're not on commission | |
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| Downplay any benefits to you | |
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| Dress the part of a successful person | |
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| If you do have something to gain, let them know | |
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| Confront problems head on | |
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| Use the power of the printed word | |
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| Let them know who else says so | |
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| Build and use a portfolio of testimonials | |
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| Get endorsements from people they'd know | |
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| Use "If they can do it, I can do it." | |
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| How to Make Them Want to Die for You | |
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| Ask for more than you expect to get | |
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| How asking for more, gets Tom his raise | |
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| How children nail you to the wall--and make you love it! | |
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| How this technique brought Saddam Hussein to his knees | |
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| How unions and management get each other's goat | |
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| Sometimes they give you what you want anyway | |
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| Unethical ways to use this concept | |
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| The Oliver Twist syndrome | |
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| Volunteer concessions but only those who won't hurt you | |
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| Give a small gift | |
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| Use the magic in a gift of flowers | |
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| Give the gift of thoughtfulness | |
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| Make it win-win | |
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| How Scarcity Drives People Wild | |
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| Even smart people can fall for the scarcity yo-yo | |
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| Scarcity drives value and prices sky high | |
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| My aunt had one of those but she threw it away! | |
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| Using scarcity to get real estate bargains | |
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| Bringing Them to Their Knees with Time Pressure | |
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| The faster you can persuade the other person to decide, the more likely you are to get what you want | |
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| The longer you give them to think about it, the less chance you have of getting what you want | |
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| How children use time pressure like a pro | |
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| Moving people with the power of time pressure | |
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| Secrets from inside a time share closing room | |
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| The Zen-Like Art of Sharing Secrets | |
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| The magical three-step formula for getting cooperation from the other person | |
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| Why forbidding aggravates family problems | |
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| Why censored information seems more valuable | |
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| The Power of Association: Tying Your Persuasion to Something Good | |
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| It's hard for our mind to break association | |
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| Utilizing the value of celebrity spokespeople | |
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| How to get people to react more favorably to a proposal | |
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| Pacing the mention of your product or service to the high points of a business lunch | |
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| Painting pictures that tie your product to pleasurable experiences | |
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| The Power of Consistency: It's More Important to Do it Often Than to Do it Right | |
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| Using the power of consistency | |
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| Why it's better to be a tyrant than a wimp | |
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| Why we're suspicious of inconsistent behavior | |
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| Using consistency to move the merchandise | |
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| Why Carter's downfall was Reagan's windfall | |
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| Why Consistent Behavior Kicks Your Performance Into High Gear | |
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| The personal value blueprint | |
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| Life is sweeter with a value blueprint | |
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| Trying to live with the golden rule | |
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| Straight up. It's a way to climb a mountain, a way to pour a drink, and a really fine way to live a life | |
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| Bonding--the Magic Key to Persuasion | |
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| How to sell up a storm using the principle of bonding | |
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| How people bond to their mental investments | |
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| Experimenting with bonding in your personal life | |
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| How interrogators use the power of commitment | |
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| The essay contest phenomenon | |
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| Making commitments to yourself | |
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| Persuasive Speeches | |
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| Knowing what caused your audience to be there | |
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| Knowing whether to put your strongest argument at the beginning or at the end | |
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| If several speakers will present, knowing whether to go first or last | |
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| How to pose the question when asking the audience to vote | |
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| A simple and effective way to get the audience on your side | |
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| Knowing whether to use emotion or logic to persuade | |
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| Improving your ability to persuade an audience | |
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| Using constructive distractions to improve your ability to persuade | |
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| Using of humor as a persuader | |
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| When to present both sides of the argument, or only one | |
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| Avoiding the overstatement trap | |
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| The art of getting the most effective introduction | |
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| The number one thing you can do to persuade from the platform | |
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| Eight Verbal Persuasion Ploys to Control the Other Person | |
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| Diffusion | |
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| Yes, I take it personally | |
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| Being Nixonesque | |
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| "I'm not offended." | |
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| "Easy to deny." | |
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| "I'm not suggesting." | |
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| Give the other person options | |
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| "Why would you want to do that?" | |
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| Exposing and Destroying their Negative Emotions | |
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| Suspicion--they don't appear to trust you | |
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| Anger--they're upset with something that happened | |
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| Greed--you appear vulnerable, and they want to take advantage of it | |
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| Hurt--they're upset and want revenge | |
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| The Sweet Language of Persuasion | |
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| Fallacy | |
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| Defective syllogisms | |
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| Rhetoric | |
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| Circular logic | |
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| Ipse dixits | |
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| Ad populems | |
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| Short-circuiting logic | |
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| Logic, not words, should persuade | |
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| Never Accept an Invitation to Attack | |
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| Determining your objective | |
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| Gathering information | |
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| Assessing your power by calculating each person's alternatives | |
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| Looking for concessions to make, that don't detract from your position | |
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| Analyzing the Persuadee | |
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| Knowing How People will React to what You Tell Them | |
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| How to distinguish matchers from mismatchers | |
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| Matchers look for similarities | |
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| Mismatchers look for differences | |
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| Matchers like their world to stay the same | |
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| Mismatchers are always discontent | |
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| How to persuade the matcher | |
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| How to persuade the mismatcher | |
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| What Motivates the Other Person | |
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| Possibility versus necessity | |
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| Self-centered versus externally centered | |
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| Moving toward pleasure, or away from pain | |
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| Field dependent or field independent | |
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| How the Other Person Decides | |
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| Assertive versus unassertive | |
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| Emotional versus unemotional | |
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| Open or close minded | |
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| Conscious or unconscious thought processors | |
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| Visuals, auditories, and kinestetics | |
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| How to Become a Power Persuader | |
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| Developing Charisma: How to Make Them Love You! | |
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| A very special quality | |
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| Charisma--the nonverbal persuasion power | |
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| Auras in darkest Africa | |
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| To understand charisma, imagine the opposite | |
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| Twelve Ways to Project an Awesome Charisma | |
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| Treating everyone you meet as if they're the most important person you'll meet that day | |
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| Developing a sensational handshake | |
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| Noticing the color of their eyes as you shake hands | |
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| As you shake hands, push out a positive thought | |
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| Giving sincere compliments | |
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| Catching people doing something right | |
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| Looks do matter! | |
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| Smile for the magic 2 seconds longer than they do | |
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| Take a check up from the neck down | |
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| Pushing out empathy | |
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| Responding to people's emotions, not to what they say | |
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| Maintaining a childlike fascination for the world in which you live | |
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| How You Can Develop a Dynamite Sense of Humor | |
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| Humor may be the only thing that will stop you from going crazy | |
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| How to develop a sense of humor | |
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| The five things that make people laugh. Learning what makes it funny | |
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| A practice session on identifying the style of humor | |
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| Witticisms: The persuaders best type of humor | |
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| A thirty-day program to improve your sense of humor | |
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| You Need Never Forget Another Name | |
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| The magic secret to remembering names | |
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| A visit to the control center of the mind | |
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| How the mind processes information | |
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| Selective memoryhow it works | |
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| The trigger that makes you remember | |
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| Developing your personal trigger | |
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| How to transpose from short-term to long term memory | |
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| Six steps to burning the name into your memory | |
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| Don't try to outdo the experts | |
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| Giving yourself an ace advantage | |
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| The key to remembering faces | |
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| An exercise in memory discipline | |
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| How important is it to remember names? | |
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| Learning Persuasion Techniques | |
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| A Magic Persuasion Technique | |
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| Using the other person's name at the beginning or the end of a sentence | |
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| Making your request | |
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| Tilt your head and smile as you say it | |
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| Why the magic formula works | |
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| How to use the formula | |
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| The Four Stages of Persuasion | |
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| Establishing objectives | |
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| The unhappy employee | |
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| The problem teenager | |
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| The alcoholic husband | |
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| Finding out what they want | |
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| Identifing the pressure points | |
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| Looking for compromise | |
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| Eight Ways to Persuade the Angry Person | |
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| Are you the target? | |
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| A magic expression | |
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| Restating the objection | |
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| That hasn't been my experience | |
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| Handling the showman | |
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| Don't exacerbate the situation | |
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| First find out what they want | |
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| Charm them to death | |
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| Eight Reasons Why People Won't Open Up | |
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| Figure out why won't they talk | |
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| Obsession | |
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| Inhibition | |
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| Apathy | |
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| Sulking | |
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| Evaluation | |
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| Penuriousness | |
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| Time pressure | |
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| Fear | |
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| Leadership and the Power Persuader | |
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| The leader's doctrine | |
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| How to develop the mission | |
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| The four key elements of the mission | |
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| The importance of informing the troops | |
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| Using persuasion skills to sell the mission | |
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| Building leadership credibility | |
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| Building credibility when you're new on the job | |
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| Leadership and the art of consistency | |
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| Caring more about the success of your people | |
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| The mission is the most important thing | |
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| Painting the picture of the mission | |
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| The essence of persuasive leadership | |
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| Epilogue: The Secret of Power Persuasion | |
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| Index | |