224 Seiten
Sprache English
1. Auflage
2013 John Wiley & Sons
ISBN 978-1-118-62039-7
Hauptbeschreibung
There are many moments in life when you have to ask someone a critical question that could determine your salary, whether you have a spouse, whether you get a job--your entire future. Do you know how to get the answer you want? Do you understand how much influence you actually have over your fate? The truth is, how that person is going to respond depends more on what's going on in your head than it does on what's going on in theirs. Your expectations, the words you choose, the environment in which you ask these questions--so many factors that you control--can determine whether you hear a "yes" or a "no."
Invisible Influence shows you a step-by-step process to quietly persuade others to choose you or your product. Based on new scientific discoveries that reveal fascinating and unique approaches to influence, this book shows how people process their feelings about products, services, and people, and what mental shortcuts they use to make their choices. You'll learn how to incorporate 52 techniques for subliminally influencing others in order to sell, market, and communicate more effectively, including how to:
* Use questions early in a conversation to give the person a sense of control and you an opportunity to understand and deliver to their expectations
* Know how much information to give to someone
* Determine what people lose if they don't do business with you, and then leverage that knowledge
* Use photos in order to make yours a familiar, and therefore more attractive, face
* Recapture someone's attention
* Use stories to explain what statistics can't
* Help other people find meaning in their own actions and decisions
* And much more!
Invisible Influence also includes a 10-step influence template that you can follow for better results in negotiations. When you truly incorporate how you think about and approach communicating with other people, you'll find that you can persuade anyone, anytime, anywhere to make decisions and take actions that benefit you.
Inhaltsverzeichnis
Acknowledgments xi
Chapter 1 Intentional Reality 1
Chapter 2 Identity Convergence 14
Chapter 3 Kim Kardashian's Connectors 30
Chapter 4 Your Self and Others 44
Chapter 5 Your Trusted Self 54
Chapter 6 Reactance Removed 60
Chapter 7 The Science of When 76
52 Techniques 89
1 Preempting the Neon Sign 93
2 Is Less More? 95
3 Practice Deframing 98
4 You Can't Beat Biology 100
5 Face Your jpeg 102
8 Do I Understand? 107
9 The First Shall Be Last and the Last Shall Be First 110
10 More than the Message 111
11 When All Else Fails 113
12 Something Money Can't Buy 114
13 Attention ç Here 116
14 Imagined Ownership 117
15 Unique Frame Precludes "No" 119
16 The Contrastive Analysis 121
17 Give Them a Cup of Coff ee 123
18 The $4,000,000 Bra 125
19 Mirror Neuron on the Wall . . . 126
20 Behavioral Gravit 128
21 If You Insist 129
22 Here's the Message for That Mood 131
23 Behavioral Integration 132
24 Have Them Help You Help Them Change 133
25 The Second Right Answer 136
26 Hypothetically Speaking 138
27 Switching Labels 139
28 Listen for What They're Not Saying 141
29 Role-Response-Projection 142
30 Let Them Direct the Traffi c 144
31 Absorb Them into Your World 147
32 The Hidden Message 149
33 Psychic Power 152
34 Bond Quickly 154
35 Use a Post-It® Note 158
36 More Post-It® Magic 160
37 Seven New Body Language Tips 163
38 Triggering Feelings of Inclusion 164
39 Regret Reduction 165
40 "I can't aff ord it." 167
41 Put It on Paper 169
42 Choice Sequencing 170
43 Generate This Specifi c Sequence of Emotions 172
44 The Instant Drama Resolution Technique 175
45 Cause Them to Be Interrupted 177
46 Recapturing Attention 179
47 Decide Right Now 181
48 Generate an Irresistible Impulse 182
49 Take Them for a Walk 184
50 The Story and the Statistic 186
51 Understanding, and the Alternative 188
52 Give Them Meaning 190
A 10-Step Influence Template 192
Bibliography 198
Index 204
About the Author 211
Biografische Anmerkung zu den Verfassern
KEVIN HOGAN is a public speaker and corporate trainer, teaching about persuasion, influence, body language, emotional intelligence, communication, and motivation. In the last decade, he has become a body language expert and unconscious influence expert to ABC, Fox, the BBC, the New York Times, and many others. He holds a doctoral degree in psychology and has studied extensively in the fields of influence, hypnosis, and nonverbal communication.