Artful Persuasion How to Command Attention, Change Minds, and Influence People.

CONTENTS
Preface: Manipulation, Seduction, and Persuasion
Why I wrote this book
How high is your persuasion IQ?
ix
Acknowlegments xix
Part 1
How Persuasion Works

Chapter 1
Thoughtful Persuasion, Mindless Influence: The Two Routes to Successful
Persuasion
2
Chapter 2
The Persuasion Effect: The Four Patterns of Influence
4
Part 2
Thoughtful Persuasion

Chapter 3
Foxes, Bloodhounds, and Donkeys: The Three Types of Influencers
10
Chapter 4
Persuasion Starts with Credibility: How to Build Trust and Sell Your Expertise
14
Chapter 5
First Impression, Best Impression: The Art of Image Management
37
Chapter 6
Reading the Other Person: How to Use Personality Type to Persuade
71
Chapter 7
Power Talk! How to Give Words Added Impact
84
Chapter 8
Winning People's Hearts: The Power of Metaphors, Analogies, and Stories
Chapter 9
Winning People's Minds: How to Structure and Package Your Message
133
Chapter 10
Power Pitches: How to Persuade with Graphs, Charts, and Videos
159
Chapter 11
Ask, Don't Tell! The Gentle Art of Self-persuasion
187
Chapter 12
Different Groups, Different Messages: How to Target and Influence Different
Groups
200
Chapter 13
Strategy Pure and Simple: How to Outthink and Outwit Your Opponents
210
Part 3
Mindless Influence

Chapter 14
Mindless Persuasion: The Seven Persuasion Triggers of Automatic Influence
218
Chapter 15
Persuasion Trigger One—Contrast: The Power of a Benchmark
223
Chapter 16
Persuasion Trigger Two—Reciprocation: The Law of Give-and-Take
230
Chapter 17
Persuasion Trigger Three—Commitment and Consistency: Getting One Foot
in the Door
237
Chapter 18
Persuasion Trigger Four—Authority: The Influence of Position
246
Chapter 19
Persuasion Trigger Five—Scarcity: The Rule of the Rare
252
Chapter 20
Persuasion Trigger Six—Conformity: Everyone Is Doing It
264
Chapter 21
Persuasion Trigger Seven—Liking: Friends Won't Let You Down
269
Part 4
Persuasion at Its Best

Chapter 22
Icons of Influence: The Most Influential Persuaders of the Twentieth Century
278
Footnote 288
Index 295

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