Enchantment The Art of Changing Hearts, Minds, and Actions

ISBN-10: 1591845831
ISBN-13: 9781591845836
Edition: N/A
Authors: Guy Kawasaki
List price: $16.00 Buy it from $3.00
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Description: Enchantment, as defined by bestselling business guru Guy Kawasaki, is not about manipulating people. It transforms situations and relationships. It converts hostility intocivility and civility into affinity. It changes skeptics and cynics into  More...

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Book details

List price: $16.00
Publisher: Penguin Group (USA) Incorporated
Publication date: 12/31/2012
Binding: Paperback
Pages: 240
Size: 5.50" wide x 8.00" long x 1.00" tall
Weight: 0.660
Language: English

Enchantment, as defined by bestselling business guru Guy Kawasaki, is not about manipulating people. It transforms situations and relationships. It converts hostility intocivility and civility into affinity. It changes skeptics and cynics into believers and the undecided into the loyal. Enchantment can happen during a retail transaction, a high-level corporate negotiation, or a Facebook update. And when done right, it’s more powerful than traditional persuasion, influence, or marketing techniques. Kawasaki argues that in business and personal interactions, your goal is not merely to get what you want but to bring about a voluntary, enduring, and delightful change in other people. By enlisting their own goals and desires, by being likable and trustworthy, and by framing a cause that others can embrace, you can change hearts, minds, and actions. Kawasaki’s strategies and examples are drawn from his tenure at one of the most enchanting organizations of all time, Apple, as well as his decades of experience as an entrepreneur and venture capitalist.

Guy Kawasaki was born in Honolulu, Hawaii on August 30, 1954. He received a BA in psychology from Stanford University and an MBA from UCLA. He was the chief evangelist of Apple. He is the co-founder of Alltop.com and a founding partner at Garage Technology Ventures. His has written ten books including Enchantment, Reality Check, The Art of the Start, Rules for Revolutionaries, How to Drive Your Competition Crazy, Selling the Dream, and The Macintosh Way.

Introduction
My Story
Our Journey
Let's Get Started
Why Enchantment?
What Is Enchantment?
When Is Enchantment Necessary?
What Are People Thinking?
Where Should You Draw the Line?
Examples and How to Use This Book
Personal Stories
My Personal Story
How to Achieve Likability
Make Crow's-Feet
Dress for a Tie
Perfect Your Handshake
Use the Right Words
Accept Others
Get Close
Don't Impose Your Values
Pursue and Project Your Passions
Find Shared Passions
Create Win-Win Situations
Swear
Default to Yes
My Personal Story
How to Achieve Trustworthiness
Trust Others
Be a Mensch
Disclose Your Interests
Give for Intrinsic Reasons
Gain Knowledge and Competence
Show Up
Bake a Bigger Pie
Enchant People on Their Own Terms
Position Yourself
Be a Hero
My Personal Story
How to Prepare
Do Something Great
Conduct a "Premortem"
Set Yourself Up for Success
Make It Short, Simple, and Swallowable
Remove the Fences
Provide a Default Option
Establish Goals
Create a Checklist
My Personal Story
How to Launch
Tell a Story
Immerse People
Promote Trial
Prime the Pump
Plant Many Seeds
Ask People What They're Going to Do
Reduce the Number of Choices
Increase the Number of Choices
Illustrate the Salient Point
Present the Big, Then the Small Choice
Get Your First Follower
My Personal Story
How to Overcome Resistance
Why People Are Reluctant
Provide Social Proof
Create the Perception of Ubiquity
Create the Perception of Scarcity
Show People Your Magic
Find One Example
Find a Way to Agree
Find a Bright Spot
Assign a Label
Use a Data Set to Change a Mind-Set
Incur a Debt
Enchant All the Influencers
Frame Thy Competition
Control the Haptic Sensations
Remember Charlie
My Personal Story
How to Make Enchantment Endure
Strive for Internalization
Separate the Believers
Push Implementation Down
Use Intrinsic Methods
Invoke Reciprocity
Catalyze Commitment and Consistency
Build an Ecosystem
Diversity the Team
Promote Spreadability
My Personal Story
How to Use Push Technology
General Principles
Presentations
E-mail
Twitter
My Personal Story
How to Use Pull Technology
Web Sites and Blogs
Facebook
Linkedln
YouTube
Think Japanese
My Personal Story
How to Enchant Your Employees
Provide a MAP
Empower Them to Do the Right Thing
Judge Your Results and Others' Intentions
Address Your Shortcomings First
Suck It Up
Don't Ask Employees to Do What You Wouldn't Do
Celebrate Success
Find a Devil's Advocate
Listen to Brother Bob
Tell Them You Want Them
How to Enchant Volunteers
My Personal Story
How to Enchant Your Boss
Make Your Boss Look Good
Drop Everything and Do What Your Boss Asks
Underpromise, Overdeliver
Prototype Your Work
Show and Broadcast Progress
Form Friendships
Ask for Mentoring
Deliver Bad News Early
My Personal Story
How to Resist Enchantment
Avoid Tempting Situations
Look Far into the Future
Know Your Limitations
Beware of Pseudo Salience, Data, and Experts
Don't Fall for the Example of One
Defy the Crowd
Track Previous Decisions
Let Yourself Be Enchanted in Small Ways
Create a Checklist
My Personal Story
Conclusion
My Personal Story
Selected Bibliography
Index
Coverphon
Colophon

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