Persuasion Equation: The Subtle Science of Getting Your Way Special edition

Marc Notes: Includes bibliographical references and index. Biographical Note: MARK RODGERS is a principal partner of the Peak Performance Business Group, which helps clients dramatically improve their ability to persuade. A sought-after speaker, he has conducted more than 1,500 sales and persuasion workshops and averages more than 200 presentations a year. He pens the "Persuasion Matters "blog and is the author of "Accelerate the Sale."Table of Contents: CONTENTS Foreword by Alan Weiss vii Acknowledgments x Introduction 1 1 Persuasion Fundamentals The Basics You Need to Know, and Why You Need to Know Them 5 2 Decision Making The Surprising Reasons People Say Yes and No 25 3 Targets, Technology, and Tactics Because It's Not About You, It's About Them 46 4 Building Your Business Case Creating the Logical and Emotional Foundations of Your Argument 65 5 The Credibility Crucible How You Get It, Why You Lose It, and How You Win It Back 92 6 Power Language Verbal and Nonverbal Communication Tools to Skyrocket Your Success 106 7 Persuasive Processes A Five-Step Sequence to Yes 128 8 Persuasion 360 How to Get Agreement, Up, Down, and All Around 145 9 Persuasion 911 What to Do When Your Persuasion Attempts Go Awry 162 10 Yes Success What to Do When Your Target Agrees (and Why Most People Don't Get This Right) 175 11 Your Persuasion Action Plan How to Get a 10,000:1 Return on Your Investment in This Book 189 12 The Psychology of Self-Persuasion The First Person Who Needs to Say Yes . . . Is You 203 Bibliography 217 Index 219Jacket Description/Back: "My educated guess is that there are approximately 1,001 research-based tips in this book for making yourself more persuasive in business situations. Mark Rodgers talks about something else that's just as important, though: how to conduct yourself with grace and integrity when things don't go your way." --Daniel H. Pink, best-selling author of "To Sell Is Human and Drive" "Anyone in a role that requires advocacy and influence would benefit from the practical advice Mark Rodgers offers in "Persuasion Equation."" --Steve King, Executive Director, University of Wisconsin School of Business Are some people naturally more persuasive than others? No. Persuasion in business settings is a quantifiable and repeatable science that any professional can learn. "Persuasion Equation" presents a series of specific steps that together form an ultra-powerful driver of agreement, decision making, ownership, and productivity. This eye-opening and practical book reveals universal but surprising truths about: - What persuasion is, and what it's for--as well as what it's not - Credibility: how it's gained, lost, and rebuilt - The real reasons people say no, and what they need to hear to get to yes - Personality differences, gender and age gaps--and how to leverage them toward agreement You'll also learn how to use precise combinations of quantitative and qualitative reasoning to target the logical, financial, and emotional sides of an issue, so that buy-in is truly three dimensional. "Persuasion Equation"'s use-it-now tools include: 19 ways to influence up, down, and sideways - "Moment-of-Yes" do's and don'ts - A seven-step Persuasion Action Plan - 10 Emergency Actions for when things are headed south - And proven tips for building self-confidence and persuading the most important colleague of all . . . yourself There is no magic or secret to getting the agreement and cooperation you need for success. Just a dynamic process suited to any business situation, in any industry, and at any level. It's logical, it's clear, and it always works. It's the Persuasion Equation. Mark Rodgers is a principal partner of the Peak Performance Business Group, which helps clients dramatically improve their ability to persuade. A sought-after speaker, he has conducted more than 1,500 sales and persuasion workshops, and averages more than 200 presentations a year. He pens the "Persuasion Matters "blog and is the author of "Accelerate the Sale." Visit his website: www. PersuasionMatters.com.

Contributor Bio:  Rodgers, Mark Mark Rodgers is a principal partner of the Peak Performance Business Group, which helps clients accelerate their sales, marketing, and management efforts, achieving astonishing results. His work attracts clients as diverse as the Harley-Davidson Motor Company and the Executive Education Program at the University of Wisconsin-Madison. Contributor Bio:  Weiss, Alan Alan Weiss is one of those rare people who can say he is a consultant, speaker, and author--and mean it. His firm, Summit Consulting Group, Inc., has attracted clients such as Merck, Hewlett-Packard, GE, Mercedes-Benz, State Street Corporation, Times Mirror Group, The Federal Reserve, The New York Times Corporation, and over 500 other leading organizations. He serves on the boards of directors of the Trinity Repertory Company, a Tony-Award-winning New England regional theater, Festival Ballet, and the Newport International Film Festival. He is an inductee into the Professional Speaking Hall of Fame(R) and the concurrent recipient of the National Speakers Association Council of Peers Award of Excellence, representing the top 1% of professional speakers in the world. He has been named a Fellow of the Institute of Management Consultants, one of only two people in history holding both those designations. In 2006 he was presented with the Lifetime Achievement Award of the American Press Institute, the first-ever for a non-journalist, and one of only seven awarded in the 60-year history of the association.