Introduction 1
What You Can Do in a Day 1
Foolish Assumptions 1
Icons Used in This Book 2
Chapter 1: Laying the Groundwork for Persuasion and Influence 3
Defining Persuasion and Influence 4
Distinguishing between the two 4
Contrasting with manipulation 5
Utilising the power of persuasion 6
Understanding patterns of motivation 7
Persuading ethically 8
Employing the impact of influence 8
Combining persuading and influencing 10
Figuring Out Your Desired Outcomes 12
Getting clearer about what you want 13
Respecting others 13
Working together to achieve your goals 14
Embracing the Attributes of an Effective Persuader and Influencer 15
Laying the Groundwork for Persuading and Influencing 15
Showing that you're trustworthy 15
Demonstrating confidence 16
Behaving ethically 17
Having a positive and balanced mental attitude 17
Being goal- and action-orientated 18
Focusing on win-win outcomes 18
Chapter 2: Getting Things Done
with the Help of Others 21
Highlighting Your Likeability 22
Accenting your attractiveness 23
Finding similarities 26
Common values 26
Shared dress sense 26
Parallel backgrounds and interests 26
Complimenting others 27
Offering powerful praise 27
Avoiding flattery 28
Relying on Reciprocity 29
Giving first to gain advantage 30
Negotiating and making concessions 33
Encouraging Follow-Through on Commitments 34
Playing to the desire for consistency 35
Getting others to commit 36
Following the Crowd 36
Building your own crowd 37
Recognising and responding to peer pressure 38
Asserting Your Authority 39
Making the most of titles and positions 39
Dressing like an authority figure 41
Exposing your expertise 42
Taking authority and obedience too far 44
Playing Up Exclusivity 45
Chapter 3: Leading by Example: Quietly Creating Big Change 47
Expressing Your Disruptive Self 48
Adapting your behaviour 48
Altering your environment 50
Turning the Energy Around 51
Redirecting insensitive statements 51
Neutralising awkward actions 52
Getting Creative 55
Spotting opportunities 55
Capitalising on opportunities 56
Building Strategic Alliances 58
Promoting change together 59
Adding weight to your argument 61
Chapter 4: Where to Go from Here 63
Your Persuasion and Influence To-Do List 63
Visiting dummies.com 64
