Persuade: Using the Seven Drivers of Motivation to Master Influence and Persuasion

by Philip Hesketh

Overview

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

Product Details

ISBN-13:	9780857086365
Publisher:	Wiley
Publication date:	11/16/2015
Pages:	208
Sales rank:	872,512
Product dimensions:	5.40(w) x 8.40(h) x 0.70(d)

About the Author

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.

Table of Contents

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 

Editorial Reviews

“Hesketh delivers his ideas in an energetic and intelligent way, often supporting his assertions with specific research examples which are both interesting and lend credibility to his arguments. This sets him apart from similar “advice style” books” (Edge, January 2016)

From the Publisher