{"product_id":"persuade-isbn-9781119778516","title":"Persuade","description":"\u003cp\u003e\u003cb\u003eTransform your ability to persuade and negotiate with this practical new resource\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eIn \u003ci\u003ePersuade: The 4-Step Process to Influence People and Decisions\u003c\/i\u003e, accomplished sales, negotiation, and influence experts Andres Lares, Jeff Cochran, and Shaun Digan PhD deliver a concise and insightful take on how to transform your ability to persuade others regardless of the setting.\u003c\/p\u003e \u003cp\u003eIn this important book you'll discover:\u003c\/p\u003e \u003cul\u003e \u003cli\u003eOriginal research and scientific studies shedding light on the human decision-making processes that drive success and failure in virtually all interactions\u003c\/li\u003e \u003cli\u003eReal world examples and practical exercises to illustrate and practice the concepts discussed\u003c\/li\u003e \u003cli\u003eA fun yet rigorous approach of a complex subject that can be practically applied in any business situation\u003c\/li\u003e \u003c\/ul\u003e \u003cp\u003e\u003ci\u003ePersuade\u003c\/i\u003e is perfect for executives, managers, entrepreneurs, and other business leaders and will earn a place in the libraries of any professional who negotiates or influences on a regular basis. It is an invaluable resource for anyone seeking to improve their persuasion or deal-making abilities.\u003c\/p\u003e \u003cp\u003e\u003cb\u003e1 The Art of Influence and Persuasion 1\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eEthics of Influencing 3\u003c\/p\u003e \u003cp\u003eThe Tenets of Ethical Principles 3\u003c\/p\u003e \u003cp\u003eThe Influence and Persuasion Process 4\u003c\/p\u003e \u003cp\u003e\u003cb\u003e2 Building Credibility 9\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eCredibility: Trust and Expertise 10\u003c\/p\u003e \u003cp\u003eBuilding Trust 11\u003c\/p\u003e \u003cp\u003eEstablishing Expertise 19\u003c\/p\u003e \u003cp\u003eThe Influencer’s Toolbox 23\u003c\/p\u003e \u003cp\u003eBorrowing Credibility 23\u003c\/p\u003e \u003cp\u003eShow Vulnerability 27\u003c\/p\u003e \u003cp\u003eBecome a Trusted Advisor 30\u003c\/p\u003e \u003cp\u003ePutting It All Together 34\u003c\/p\u003e \u003cp\u003e\u003cb\u003e3 Engaging Emotion 37\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eThe Linda Problem 37\u003c\/p\u003e \u003cp\u003eEmotions 39\u003c\/p\u003e \u003cp\u003eAchievement 40\u003c\/p\u003e \u003cp\u003eFear 40\u003c\/p\u003e \u003cp\u003eObligation 41\u003c\/p\u003e \u003cp\u003eThe Influencer’s Toolbox 44\u003c\/p\u003e \u003cp\u003eManaging Emotions 44\u003c\/p\u003e \u003cp\u003eStorytelling 47\u003c\/p\u003e \u003cp\u003eScripting 50\u003c\/p\u003e \u003cp\u003eMirroring 58\u003c\/p\u003e \u003cp\u003ePutting It All Together 68\u003c\/p\u003e \u003cp\u003e\u003cb\u003e4 Demonstrating Logic 71\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eLogic and Rational Decisions 72\u003c\/p\u003e \u003cp\u003eThe Rational Decision-Making Model 73\u003c\/p\u003e \u003cp\u003eThe Weighted Criteria Matrix 74\u003c\/p\u003e \u003cp\u003eThe Role of Prior Belief in Reasoning 77\u003c\/p\u003e \u003cp\u003eThe Three Steps in Demonstrating Logic to Persuade Others 82\u003c\/p\u003e \u003cp\u003eThe Influencer’s Toolbox 95\u003c\/p\u003e \u003cp\u003eFraming 95\u003c\/p\u003e \u003cp\u003eAnchoring 98\u003c\/p\u003e \u003cp\u003eFeatures, Advantages, and Benefits 104\u003c\/p\u003e \u003cp\u003ePutting It All Together 108\u003c\/p\u003e \u003cp\u003e\u003cb\u003e5 Facilitating Action 111\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eFacilitating Action 111\u003c\/p\u003e \u003cp\u003eTypes of Closes 113\u003c\/p\u003e \u003cp\u003eSoft Closes: Asking Questions to Yes 114\u003c\/p\u003e \u003cp\u003eHard Closes: Making the Ask 118\u003c\/p\u003e \u003cp\u003eCreating a Sense of Urgency 120\u003c\/p\u003e \u003cp\u003eAfter the Close 121\u003c\/p\u003e \u003cp\u003eThe Influencer’s Toolbox 122\u003c\/p\u003e \u003cp\u003eGetting the Small Yes 122\u003c\/p\u003e \u003cp\u003eProviding Options 126\u003c\/p\u003e \u003cp\u003eCreating a Safety Net 132\u003c\/p\u003e \u003cp\u003ePutting It All Together 133\u003c\/p\u003e \u003cp\u003e\u003cb\u003e6 Time and Place 135\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eThe When and the Where 135\u003c\/p\u003e \u003cp\u003eThe Right Time 136\u003c\/p\u003e \u003cp\u003eThe Right Place 139\u003c\/p\u003e \u003cp\u003eThe Right Audience 141\u003c\/p\u003e \u003cp\u003eThe Influencer’s Toolbox 143\u003c\/p\u003e \u003cp\u003eThe Empathy Gap 143\u003c\/p\u003e \u003cp\u003eHappy Endings 145\u003c\/p\u003e \u003cp\u003ePutting It All Together 145\u003c\/p\u003e \u003cp\u003e\u003cb\u003e7 Body Language 147\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eReading and Understanding Body Language 147\u003c\/p\u003e \u003cp\u003ePosture 148\u003c\/p\u003e \u003cp\u003eGestures 152\u003c\/p\u003e \u003cp\u003eFacial Expressions 154\u003c\/p\u003e \u003cp\u003eAwareness of Cultural Differences 161\u003c\/p\u003e \u003cp\u003eBody Language for Virtual Selling Environments 162\u003c\/p\u003e \u003cp\u003eThe Influencer’s Toolbox 164\u003c\/p\u003e \u003cp\u003eMaking a First Impression 164\u003c\/p\u003e \u003cp\u003eBody Language as a Tool for Managing Your Own Emotions 165\u003c\/p\u003e \u003cp\u003eBody Language as a Tool for Managing the Emotions of Others 167\u003c\/p\u003e \u003cp\u003ePutting It All Together 172\u003c\/p\u003e \u003cp\u003e\u003cb\u003e8 Personality 175\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eCharacteristics, Traits, and Types 175\u003c\/p\u003e \u003cp\u003eMeasuring Your Personality Traits 176\u003c\/p\u003e \u003cp\u003eThe Big Five Personality Traits 177\u003c\/p\u003e \u003cp\u003eAltercasting 182\u003c\/p\u003e \u003cp\u003ePersonality Type Assessments 183\u003c\/p\u003e \u003cp\u003eInfluencer’s Toolbox 187\u003c\/p\u003e \u003cp\u003eIdentifying with the Traits 187\u003c\/p\u003e \u003cp\u003eInfluencing with the Traits 188\u003c\/p\u003e \u003cp\u003ePutting It All Together 190\u003c\/p\u003e \u003cp\u003e\u003cb\u003e9 Putting It All Together 193\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eA Closer Look at the Four-Step Process 194\u003c\/p\u003e \u003cp\u003eBuilding Credibility 194\u003c\/p\u003e \u003cp\u003eEngaging Emotion 195\u003c\/p\u003e \u003cp\u003eDemonstrating Logic 195\u003c\/p\u003e \u003cp\u003eFacilitating Action 196\u003c\/p\u003e \u003cp\u003eTime and Place 196\u003c\/p\u003e \u003cp\u003eBeyond the Four-Step Process 196\u003c\/p\u003e \u003cp\u003e\u003cb\u003eAppendix 1: A Study of Decision Makers’ Decision Making 199\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eMethods and Analysis 199\u003c\/p\u003e \u003cp\u003eSample and Instrument 199\u003c\/p\u003e \u003cp\u003eAnalysis and Results 201\u003c\/p\u003e \u003cp\u003eSummary of Hypotheses under Consideration 219\u003c\/p\u003e \u003cp\u003eDiscussion 219\u003c\/p\u003e \u003cp\u003e\u003cb\u003eAppendix 2: 50 Question Big Five Personality Traits Assessment 221\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eEnd Notes 223\u003c\/p\u003e \u003cp\u003eRecommended Reading 229\u003c\/p\u003e \u003cp\u003eAcknowledgments 231\u003c\/p\u003e \u003cp\u003eAbout the Authors 233\u003c\/p\u003e \u003cp\u003eIndex 235\u003c\/p\u003e  \u003cp\u003e\u003cb\u003eANDRES LARES\u003c\/b\u003e is Managing Partner at the Shapiro Negotiation Institute and an Adjunct Professor at Johns Hopkins University. His professional focus is on  coaching clients in the areas of sales, negotiation, and influencing, especially within sports and Fortune 500 organizations. Andres’ expertise in the field has led to being featured in \u003ci\u003eForbes, Harvard Business Review\u003c\/i\u003e, CNBC, FOX, and \u003ci\u003eEntrepreneur\u003c\/i\u003e, and guest lecturing at universities all over the world. \u003c\/p\u003e\u003cp\u003e\u003cb\u003eJEFF COCHRAN\u003c\/b\u003e is one of the most sought-after negotiation speakers and trainers in the world. He has delivered high-impact sessions in over 20 countries to tens of thousands of professionals as part of customized in-house training and as a speaker at global conferences. In both cases, he has won countless awards and been rated the best speaker of international events. \u003c\/p\u003e\u003cp\u003e\u003cb\u003eSHAUN DIGAN\u003c\/b\u003e is a writer who has run a company and studied business —with an MBA and PhD—and taught in the field. As a result, Shaun brings a unique perspective to persuasion along with an academic rigor to this book.    \u003c\/p\u003e\u003cp\u003eWhen selling, buying, negotiating, or communicating in business and in life we aim to achieve our objectives without making the other party feel used or exploited. And while there are many excellent books on these topics, none examine the common  mechanisms that determine how humans make decisions, and, as a result, the persuasion techniques that could be associated with this process. \u003c\/p\u003e\u003cp\u003eIn \u003ci\u003ePersuade\u003c\/i\u003e, negotiation experts and authors, Andres Lares, Jeff Cochran, and Shaun  Digan, deliver a unique combination of original research, scientific studies, real-world examples, and practical exercises. The book is a fun and insightful read that is simultaneously authoritative, rigorous, and credible. \u003c\/p\u003e\u003cp\u003eThe accomplished authors offer readers an in-depth, up-to-date, and scientific book written in an accessible and commonsense manner. It empowers readers with an easy-to-use, 4-step process that delivers on its promise to revolutionize the way readers will persuade, negotiate, and generally communicate with other people. \u003c\/p\u003e\u003cp\u003e\u003ci\u003ePersuade\u003c\/i\u003e will teach you how and why people make decisions and give you the tools to improve your ability to influence others with confidence, integrity, and success. \u003c\/p\u003e\u003cp\u003eMuch like the authors’ corporate training, \u003ci\u003ePersuade\u003c\/i\u003e will become the go-to resource for executives, managers, entrepreneurs, salespeople, and other business leaders who seek to strengthen their communication abilities and improve their professional performance.\u003c\/p\u003e","brand":"Wiley","offers":[{"title":"Default Title","offer_id":47989769994469,"sku":"NP9781119778516","price":25.0,"currency_code":"USD","in_stock":false}],"thumbnail_url":"\/\/cdn.shopify.com\/s\/files\/1\/1842\/7735\/files\/9781119778516.jpg?v=1761785410","url":"https:\/\/k12savings.com\/es\/products\/persuade-isbn-9781119778516","provider":"K12savings","version":"1.0","type":"link"}