Influencing and Persuasion skills
Publisher: Bookboon.com
Published: 2013
ISBN-13: 9788776816889
Table of contents: title: Sisältö; title: Preface; title: 1. Introduction; title: 1.1 Influence and Persuasion Are Forms of Communication; title: 1.2 Manipulation vs. Influence and Persuasion; title: 1.3 Establishing Rapport as a Means to Influence and Persuasion; title: 2. Review of Communication Basics; title: 2.1 Introduction; title: 2.2 The Communication Process; title: 3. Using Another’s Communication Preferences to Influence and Persuade; title: 3.1 Introduction; title: 3.2 Types of Input; title: 3.3 Filters; title: 3.4 The Internal Map, Internal State, and Behavior or Response; title: 3.5 Verbal Clues; title: 3.6 Visual Representation System; title: 3.7 Auditory Representational System; title: 3.8 Kinaesthetic Representational System; title: 3.9 Auditory Digital Representational System; title: 3.10 Eye Movements as an Indication; title: 3.11 Phrases for Use in Response to Each Representational System; title: 4. Techniques for Building Rapport; title: 4.1 Introduction; title: 4.2 Six Steps to Building Rapport; title: 4.3 Calibration; title: 5. Linguistic Tools for Influence and Persuasion; title: 5.1 Introduction; title: 5.2 Reframing; title: 5.3 More Linguistic Tools; title: 6. Framework Theories for Applying Persuasion and Influence Techniques; title: 6.1 Introduction; title: 6.2 Rank’s Intensify and Downplay Model; title: 6.3 Monroe’s Motivated Sequence of Persuasion Steps; title: 6.4 The Integrity Principle; title: 7. Influence and Persuasion in Sales; title: 7.1 Establishing a Basis for Persuasion in Sales; title: 7.2 Persuasion During Negotiations; title: 7.3 Adopt the Correct Attitude; title: 7.4 Know Your Ultimate Conditions; title: 8. Resources