Persuade : using the seven drivers of motivation to master influence and persuasion / Philip Hesketh ; cover design, Kathy Davis.

Format:

Book

Author/Creator:

Hesketh, Philip, author.

Contributor:

Davis, Kathy (Illustrator), cover designer.

Language:

English

Subjects (All):

Persuasion (Psychology).

Influence (Psychology).

Interpersonal communication.

Physical Description:

1 online resource (98 p.)

Edition:

1st edition

Place of Publication:

Chichester, England : Capstone, 2016.

Language Note:

English

System Details:

text file

Summary:

"Learn how to influence others and get your own way more often Wouldn't it be great if you could get the pay rise you've asked for, win the business you've pitched for or get that job you so desperately want? Well, with this book you can learn how to get inside the head of the person making the decision and find out exactly what is it that's going to get them to say yes! Persuade explains the seven psychological drivers that motivate us all. By understanding these drivers and the impact they have on our own lives, we can gain valuable insights into how we can motivate ourselves, improve our relationships, negotiate more effectively, get people to like us and ultimately get our own way more often. Persuade: Is written in Phil's trademark humourous, yet well-researched style Draws from scientific and psychological sources Is delivered in short, accessible, bite-sized chapters "-- Provided by publisher.

"Asking for a pay rise, pitching to win a client inbusiness, going for a job interview or even simply asking afriend for a favour...we all have areas of our lives where we'd love to hear a yes more often. We need to understand what's going on inside the head of the person making the decision and find out exactly what is it that's going to get them to agree. In this book, Phil Hesketh explores the seven key pyschological drivers that motivate us all and influence our behaviour and choices. Just what is it that makes a person decide one way over another? And how can we sway them to help turn the tables our way? THE SEVEN DRIVERS - The need to be loved - The need to feel important - The deep- seated need to belong - The need to believe - The need for some certainty and some uncertainty in our lives - The need for 'a place' - The need for growth and improvement Written in Phil's trademark humourous, yet well-researched style, (drawing from scientific and pyschological sources to the wisdom of Coco Chanel) this book shows us how by understanding these drivers and the impact they have on our own lives, we can gain valuable insights into how we can motivate ourselves, improve our relationships, negotiate more effectively, get people to like us and ultimately get our own way more often"-- Provided by publisher.

Contents:

Intro

Epigraph

Title page

Copyright

Introduction: Our seven psychological 'drivers'

1 Curiosity and the importance of having something to look forward to

2 Why keeping an open mind will help you to understand others

3 Using the 'Bubble Reputation' to improve how others see you

4 How fleeting attraction and perceived similarity can change 'no' to 'yes'

5 The single most persuasive expression you can ever use

6 How to worm your way into a group's affections and influence them

7 The 'chameleon effect' and how to use body language to your advantage

8 How your behaviours dictate either successful long-term partnerships - Or relationships heading for disaster

9 Why persistence pays when asking for a favour

10 The power of belief and the 'illusory correlation'

11 The anchor effect, the drive we have for 'more' and how to improve your negotiating skills

12 The seven things you need to know to improve your communication

13 The truth about money and motivation

Conclusion: Our seven psychological 'drivers' and the pursuit of happiness

Drivers 1, 2 and 3: The need to be loved, to be important and to belong

Drivers 4 and 5: The need to believe and the need for a balance of certainty and uncertainty

Driver 6: The need for 'a place'

Driver 7: The need for growth and improvement

The top 50 questions for you to master influence and persuasion

About the author

Index

Advert

EULA.

Notes:

Includes index.

Description based on print version record.

ISBN:

9780857086389

0857086383

9780857086372

0857086375

OCLC:

953123782