An edition of Influencing and Persuasion skills
(2013)
Influencing and Persuasion skills
by MTD Training
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Last edited by Alice Kirk
July 16, 2015 | History
We only achieve real results through others and that takes effective communication skills.
In this textbook you’ll will learn the key skills and the techniques so you can win people around to your ideas, influence others on certain decisions and persuade them to take certain a certain course of action all by the way that you communicate with them!
You can download the book via the link below.
Publish Date
2013
Publisher
Bookboon.com
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Subjects
Communication & PresentationShowing 1 featured edition. View all 1 editions?
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Book Details
Table of Contents
Content
Preface
1. Introduction
1.1 Influence and Persuasion Are Forms of Communication
1.2 Manipulation vs. Influence and Persuasion
1.3 Establishing Rapport as a Means to Influence and Persuasion
2. Review of Communication Basics
2.1 Introduction
2.2 The Communication Process
3. Using Another’s Communication Preferences to Influence and Persuade
3.1 Introduction
3.2 Types of Input
3.3 Filters
3.4 The Internal Map, Internal State, and Behavior or Response
3.5 Verbal Clues
3.6 Visual Representation System
3.7 Auditory Representational System
3.8 Kinaesthetic Representational System
3.9 Auditory Digital Representational System
3.10 Eye Movements as an Indication
3.11 Phrases for Use in Response to Each Representational System
4. Techniques for Building Rapport
4.1 Introduction
4.2 Six Steps to Building Rapport
4.3 Calibration
5. Linguistic Tools for Influence and Persuasion
5.1 Introduction
5.2 Reframing
5.3 More Linguistic Tools
6. Framework Theories for Applying Persuasion and Influence Techniques
6.1 Introduction
6.2 Rank’s Intensify and Downplay Model
6.3 Monroe’s Motivated Sequence of Persuasion Steps
6.4 The Integrity Principle
7. Influence and Persuasion in Sales
7.1 Establishing a Basis for Persuasion in Sales
7.2 Persuasion During Negotiations
7.3 Adopt the Correct Attitude
7.4 Know Your Ultimate Conditions
8. Resources
ID Numbers
Links outside Open Library
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| July 16, 2015 | Edited by Alice Kirk | Edited without comment. |
| July 16, 2015 | Created by Alice Kirk | Added new book. |