Artful persuasion how to command attention, change minds, and influence people - Mills, Harry (American Management Association, 2000)
Includes bibliographical references and index
Peels away the mystery that surrounds the psychology of influence and reveals how the world's most persuasive politicians, advertisers, salespeople, and spin doctors work their magic. Case studies in human behavior, examples of masterful persuaders such as Churchill and Lincoln, and step-by-step guidelines help readers put the power of persuasion to work
Preface: Manipulation, seduction, and persuasion: why I wrote this book; how high is your persuasion IQ? -- Part 1. How persuasion works -- Thoughtful persuasion, mindless influence: the two routes to successful persuasion -- The persuasion effect: the four patterns of influence -- Part 2. Thoughtful persuasion -- Foxes, bloodhounds, and donkeys: the three types of influencers -- Persuasion starts with credibility: how to build trust and sell your expertise -- First impression, best impression: the art of image management -- Reading the other person: how to use personality type to persuade -- Power talk!: how to give words added impact -- Winning people's hearts: the power of metaphors, analogies, and stories -- Winning people's minds: how to structure and package your message -- Power pitches: how to persuade with graphs, charts, and videos -- Ask, don't tell!: the gentle art of self-persuasion -- Different groups, different messages: how to target and influence different groups -- Strategy pure and simple: how to outthink and outwit your opponents -- Part 3. Mindless influence -- Mindless persuasion: the seven persuasion triggers of automatic influence -- Persuasion trigger one: contrast: the power of a benchmark -- Persuasion trigger two: reciprocation: the law of give-and-take -- Persuasion trigger three: commitment and consistency: getting one foot in the door -- Persuasion trigger four: authority: the influence of position -- Persuasion trigger five: scarcity: the rule of the rare -- Persuasion trigger six: conformity: everyone is doing it -- Persuasion trigger seven: liking: friends won't let you down -- Part 4. Persuasion at its best -- Icons of influence: the most influential persuaders of the twentieth century