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The 7 triggers to yes: the new science behind influencing people's decisions

Author: Granger, Russell H. Publisher: McGraw-Hill, 2008.Language: EnglishDescription: 249 p. : Ill. ; 24 cm.ISBN: 9780071544375Type of document: BookBibliography/Index: Includes index
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Item type Current location Collection Call number Status Date due Barcode Item holds
Book Asia Campus
Main Collection
Print BF637 .P4 G73 2008
(Browse shelf)
Available 900191029
Book Europe Campus
Main Collection
Print BF637 .P4 G73 2008
(Browse shelf)
Available 001243369
Total holds: 0

Includes index


The 7 Triggers to Yes The New Science Behind Influencing People's Decisions Contents PREFACE ACKNOWLEDGMENTS XV xvii 1 CHAPTER 1: THE AWESOME POWER OF PERSUASION Hit or Miss, Trial and Error Who Needs Persuasion Skills? Hard Science Better Ways to Succeed Through Persuasion Organizational Gains EQ and IQ The Three Options to "YES" Shared Solutions Persuasion Myth and Reality A Tested, Documented Process Partners in Persuasion Review and Reference CHAPTER 2: WINNERS AND LOSERS A Tiger by the Tail The Two-Trillion-Dollar Invention Persuasion Naturals Persuade or Perish Review and Reference 17 CHAPTER 3: PERSUASION THEN AND NOW The History of Persuasion Economy Motivates Persuasion Research Review and Reference CHAPTER 4: WHAT'S THE BREAKTHROUGH Science into the Act New Research Tools Watching the Brain "Light Up" New Scientific Disciplines Is There Really a Breakthrough? Old Ideas Die Hard Review and Reference CHAPTER 5: DECISION MANAGEMENT Real Persuasion Goes Beyond "Hit and Miss" New Day Brings Powerful New Results A Goldmine of Possibilities Persuasion--Triggered by the Amygdala Play the Trump Card Review and Reference CHAPTER 6: PERSUASION POWERHOUSES Rhetoric and Persuasion The Powerhouses of Persuasion--Ethos, Logos, Pathos Mental Response--Automatic or Analytical? Who's in the Automatic Mode? To Think or Not to Think? Make It Easy Review and Reference CHAPTER 7: TRIGGERING "YES" Nature's Triggers to the Rescue Activating Automatic Decisions Why Seven Triggers? Review and Reference 29 39 53 67 79 CHAPTER 8: FRIENDSHIP TRIGGER Win Your Partner's Trust with Bonding Liking Is Critical "Fitting In" For Success Activating the Friendship Trigger Is Dress Important? Mirroring Is Critical Trigger Elements Build Your Foundation on Friendship Review and Reference CHAPTER 9: AUTHORITY TRIGGER Reduce Risk Authority Triggers Compliance Credibility Does the Convincing Source Credibility Persuades Be The Expert--Establish Credibility Authority Rules Review and Reference CHAPTER 10: CONSISTENCY TRIGGER Navigating with Emotional Memory Activate Internal Guidance Hit and Miss Won't Do It Laugh Track Consistency Meet the Criteria, Win the Day! Consistency Pays Off! Review and Reference CHAPTER 11: RECIPROCITY TRIGGER Generosity Pays! The Ubiquitous Trigger Thriving on Reciprocity When Nothing Else Works Simple Process; Great Results! Be a Gift Giver and Reap the Benefits Review and Reference 89 105 121 137 CHAPTER 12: CONTRAST TRIGGER Show the Difference! Objective Values Don't Matter The Set Up--Adapting for Success! What Goes First? Not Even a Pretense of Objectivity Review and Reference CHAPTER 13: REASON WHY TRIGGER Give a Reason, Gain Compliance! A Good Reason Makes the Difference! Give the Reason, Get the Decision Review and Reference CHAPTER 14: HOPE TRIGGER Hopes and Dreams Rule Our Internal Triggers Hope Versus Logic Learn Your Partner's Hopes Find the Incentive to Action--Your Partner's Hopes Review and Reference CHAPTER 15: PERSUASION GOALS Make It Measurable Review and Reference CHAPTER 16: PERSUASIVE COMMUNICATION What They Hear Is What They Get Telling or Communicating? Ask, Listen, Understand Learn About Your Partner Questions Are the Answer To Persuade, Learn Values The Other Half of Communication Mirroring Review and Reference 147 157 167 179 187 CHAPTER 17: PERSUASIVE PRESENTATIONS Great Arguments Do Not Persuade Brainstorm the Triggers Into the Footlights Review and Reference CHAPTER 18: RESOLVING RESISTANCE Golden Opportunities Don't Take the Bait Review and Reference CHAPTER 19: GETTING COMMITMENT Define Your Next Move Flip Your Business Card Ask for an Opinion Review and Reference CHAPTER 20: WRAP INDEX 203 219 227 237 241

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