When it comes to persuasion, success can begin before you say a word.‘An instant classic.’ Forbes‘Utterly fascinating.’ Adam Grant, author of Originals and Give and Take‘Shockingly insightful.’ Chip Heath, co-author of Switch and Made to Stick NEW YORK TIMES BESTSELLERIn his global bestseller Influence, Professor Robert Cialdini transformed the way we think about the craft of persuasion. Now he offers revelatory new insights into the art of winning people over: it isn’t just what we say or how we say it that counts, but also what goes on in the moments before we speak.This is the world of ‘pre-suasion’, where subtle turns of phrase, seemingly insignificant visual cues, and apparently unimportant details of location can prime people to say ‘yes’ even before they are asked. And as Cialdini reveals, it’s a world you can master. If you understand the tools of pre-suasion, you will better placed to win a debate, get support for an idea or cause, promote a campaign – even persuade yourself to do something you find difficult.Drawing on the latest research, and packed with fascinating case studies, Pre-Suasion is a masterclass in enhancing your powers of influence.‘Mind-blowing.’ Management Today‘Accessible and intellectually rigorous.’ Books of the Year, The Times‘Fascinating, fluent and original.’ Tim Harford, author of The Undercover Economist Strikes Back
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Intends to transforms the way we think about the craft of persuasion. Drawing on research, and packed with case studies, this book offers new insights into the art of winning people over: it isn't just what we say or how we say it that counts, but also what goes on in the moments before we speak.
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i: Acknowledgmentsii: Author's NotePart 1: PRE-SUASION: THE FRONTLOADING OF ATTENTION1: PRE-SUASION: An Introduction2: Privileged Moments3: The Importance of Attention . . . Is Importance4: What's Focal Is Casual5: Commanders of Attention 1: The Attractors6: Commanders of Attention 2: The MagnetizersPart 2: PROCESSES: THE ROLE OF ASSOCIATION7: The Primacy of Associations: I Link, Therefore I Think8: Persuasive Georgraphies: All The Right Places, All the Right Traces9: The Mechanics of Pre-Suasion: Causes, Constraints, and CorrectivesPart 3: BEST PRACTICES: THE OPTIMIZATION OF PRE-SUASION10: Six Main Roads to Change: Broad Boulevards as Smart Shortcuts11: Unity 1: Being Together12: Unity 2: Acting Together13: Ethical Use: A Pre-Pre-Suasive Consideration14: Post-Suasion: Aftereffectsiii: Referencesiv: Notesv: Index
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An essential tool for anyone serious about science based business strategies. Pre-Suasion is well worth the long wait, and is destined to be an instant classic. The book belongs on the shelf of anyone in business, from the CEO to the newest salesperson.
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A revelatory exploration of the science of persuasion, from the author of the international bestseller, Influence.

Produktdetaljer

ISBN
9781847941435
Publisert
2017
Utgiver
Vendor
Random House Business Books
Vekt
298 gr
Høyde
198 mm
Bredde
129 mm
Dybde
26 mm
Aldersnivå
01, G, U, P, 01, 05, 06
Språk
Product language
Engelsk
Format
Product format
Heftet
Antall sider
432

Forfatter

Biographical note

Robert Cialdini has spent his entire career researching the science of influence, earning him an international reputation as an expert in the fields of persuasion, compliance, and negotiation. Currently Dr Cialdini is Regents' Professor Emeritus of Psychology and Marketing at Arizona State University.

In the field of influence and persuasion he is the most cited living social psychologist in the world today. According to Dan Pink’s current bestseller, To Sell is Human, 'Cialdini has done more to advance the scholarship of persuasion than anyone in the world.'

As well as his bestselling books, his ground-breaking research has been featured in the most prestigious of scientific journals as well as on TV, radio and in the business and national press throughout the world. An interview with him in the July-August 2013 issue of Harvard Business Review, titled 'The Uses (and Abuses) of Influence', calls him the 'leading social scientist in the field of influence.' The May 2014 issue of Inc. identifies him as one of the 'Top 50 Leadership and Management Experts in the World'.

He lives in Phoenix, Arizona.