Persuade

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 Philip's trademark humorous, yet well-researched style
• Draws from scientific and psychological sources
• Is delivered in short, accessible, bite-sized chapters

Introduction: Our seven psychological ‘drivers’ vii

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

2 Why keeping an open mind will help you to understand others 11

3 Using the ‘Bubble Reputation’ to improve how others see you 23

4 How fleeting attraction and perceived similarity can change ‘no’ to ‘yes’ 35

5 The single most persuasive expression you can ever use 47

6 How to worm your way into a group’s affections and influence them 61

7 The ‘chameleon effect’ and how to use body language to your advantage 73

8 How your behaviours dictate either successful long-term partnerships – Or relationships heading for disaster 83

9 Why persistence pays when asking for a favour 97

10 The power of belief and the ‘illusory correlation’ 109

11 The anchor effect, the drive we have for ‘more’ and how to improve your negotiating skills 127

12 The seven things you need to know to improve your communication 137

13 The truth about money and motivation 151

Conclusion: Our seven psychological ‘drivers’ and the pursuit of happiness 163

The top 50 questions for you to master influence and persuasion 175

About the author 179

Index 181

Philip Hesketh is a bestselling, motivational speaker and consultant specialising in persuasion and influence. He has been a professional speaker for 12 years and his style combines a powerful mix of well-researched, persuasive techniques with a unique brand of humour to inspire, entertain and inform. His keynote talks have inspired thousands of professionals to engage in better relationships with their clients and customers and increase sales.
Phil blogs on a monthly basis to his 32,000 strong database. His diverse client list includes The Bank of America Merrill Lynch, British Toy and Hobby Association, The Federation of Small Business, Anchor Homes, Landmark Wholesales, The Scottish Law Society, UBS and Unisys.
Philip splits his time through the year between the UK and Australia and is a fellow of Newcastle University.
His previous titles include Life’s a Game So Fix The Odds; How to Persuade and Influence People and The Seven Golden Rules For a Happy and Successful Life.

'If you want to become more persuasive...read this book. It does exactly what it says on the cover'
—Ged Shields, Vice President, Marketing, Ronseal

What motivates us to say 'yes'?

We all have areas of our lives where we'd love to win people around more often – asking for a pay rise, pitching to a new client, getting a new job, or just getting someone to do you a favour. But what is it that makes people say 'yes'? By understanding people's underlying motivations, not only can we become more persuasive and influential, but happier too.

Use the science of persuasion to influence others

Based on sound psychological principles and grounded in science, Persuade helps you to get inside the heads of decision makers and uncover exactly what's going on, so you can get what you want, time and time again.

• Tap into the power of the seven psychological drivers that motivate us all
• Gain insight into how to motivate yourself
• Understand how to improve your relationships
• Learn how to negotiate like a pro
• Uncover techniques for getting people to like you

Once you understand the seven drivers that make us tick, you can use this to master the power of influence and persuasion, and ultimately get your own way more often.

'Insightful. Funny. Brilliant. An excellent book'
—Andy Bounds, communication expert and bestselling author of The Jelly Effect, The Snowball Effect and Top Dog

'Phil gives us the keys to be more??persuasive and influential. I highly recommend you read this book!'
—Lina Marcela Torres, Marketing Manager for Latin America, LinkedIn