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| Preface | |
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| Introduction | |
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| How can inconveniencing your audience increase your persuasiveness? | |
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| What shifts the bandwagon effect into another gear? | |
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| What common mistake causes messages to self-destruct? | |
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| When persuasion might backfire, how do you avoid the magnetic middle? | |
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| When does offering people more make them want less? | |
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| When does a bonus become an onus? | |
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| How can a new superior product mean more sales of an inferior one? | |
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| Does fear persuade or does it paralyze? | |
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| What can chess teach us about making persuasive moves? | |
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| Which office item can make your influence stick? | |
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| Why should restaurants ditch their baskets of mints? | |
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| What's the pull of having no strings attached? | |
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| Do favors behave like bread or like wine? | |
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| How can one small step help your influence take a giant leap? | |
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| How can you become a Jedi master of persuasion? | |
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| How can a simple question drastically increase support for you and your ideas? | |
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| What is the active ingredient in lasting commitments? | |
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| How can you fight consistency with consistency? | |
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| What persuasion tip can you borrow from Benjamin Franklin? | |
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| When can asking for a little go a long way? | |
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| Start low or start high? Which will make people buy? | |
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| How can we show off what we know without being labeled a show-off? | |
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| What's the hidden danger of being the brightest person in the room? | |
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| Who is the better persuader? Devil's advocate or true dissenter? | |
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| When can the right way be the wrong way? | |
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| What's the best way to turn a weakness into a strength | |
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| Which faults unlock people's vaults? | |
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| When is it right to admit that you were wrong? | |
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| How can similarities make a difference? | |
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| When is your name your game? | |
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| What tips should we take from those who get them? | |
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| What kind of smile can make the world smile back? | |
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| When is a loser a winner? | |
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| What can you gain from loss? | |
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| Which single word will strengthen your persuasion attempts? | |
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| When might asking for all the reasons be a mistake? | |
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| How can the simplicity of a name make it appear more valuable? | |
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| How can rhyme make your influence climb? | |
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| What can batting practice tell us about persuasion? | |
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| How can you get a head start in the quest for loyalty? | |
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| What can a box of crayons teach us about persuasion? | |
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| How can you package your message to ensure it keeps going, and going, and going? | |
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| What object can persuade people to reflect on their values? | |
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| Does being sad make your negotiations bad? | |
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| What can make people believe everything they read? | |
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| Are trimeth labs boosting your influence? | |
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| How can technology impede persuasive progress? | |
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| How do you get to yes in any language? | |
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| How can you avoid driving your cross-cultural influence into the rough? | |
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| When does letting the call go to voicemail cause a hang-up in your influence? | |
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| Epilogue | |
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| Appendix: Feedback from Those Who've Used These Methods | |
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| Notes | |
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| Acknowledgments | |
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| Index | |