رقم التسجيلة
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3619
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نوع المادة
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book
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ردمك
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9781422122730
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رقم الطلب
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HM1196.P466
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العنوان
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Persuading people : expert solutions to everyday challenges
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بيانات النشر
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Boston, Mass: Harvard Business Press, 2008.
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الوصف المادي
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91. P
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بيان السلسلة
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Pocket mentor series
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المحتويات / النص
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[p. v: contents]
Contents
Mentor?s Message: Why Master the Art and Science of Persuasion?
Persuading People: The Basics
Understanding Persuasion
Helpful information on the nature and value of persuasion.
What is persuasion?
Why is persuasion important?
Key elements of persuasion
Ethical considerations
Building Your Credibility
Strategies for gaining trust and showing your expertise.
Winning others? trust
Demonstrating your expertise
Understanding Your Audience
Ideas for gauging various listeners? openness to your ideas and decision-making approaches.
Distinguishing three types of audience members
Analyzing listeners? receptivity
Understanding audience members? decision-making styles
Winning Your Audience?s Mind
Tactics for appealing to your listeners? reason.
Structuring your presentation effectively
Providing compelling evidence
Answering your audience?s question: ?What?s in it for me??
Choosing the right words
Capturing Your Audience?s Heart
Strategies for stirring your listeners? emotions.
Using vivid descriptions
Leveraging the power of metaphor
Making apt analogies
Sharing compelling stories
Overcoming Resistance from Listeners
Ways to respond when you encounter nay-sayers.
Identifying resisters? interests
Understanding resisters? emotions and listening to their concerns
Aligning your verbal and nonverbal messages
Acknowledging resisters? viewpoints
Understanding and using persuasion triggers
Activating Audience Self-Persuasion
Tactics for helping listeners see the appeal of your argument.
Using visualization
Asking the right questions
Listening actively
Tips and Tools
Tools for Persuading People
Worksheets to help you assess your persuasion abilities, establish your credibility, and understand your audience.
Test Yourself
A helpful review of concepts presented in this guide. Take it before and after you?ve read the guide, to see how much you?ve learned.
To Learn More
Further titles of articles and books if you want to go more deeply into the topic.
Sources for Persuading People
Notes
For you to use as ideas come to mind.
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المستخلص
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Persuasive people generate real value for their companies by turning ideas into action. But persuasion isn't easy: It takes practice, patience, and psychological savvy. That's where this new volume comes in--by enabling you to:
· Build your credibility
· Adapt your pitch to your audience
· Win your listeners' minds and hearts
· Overcome resistance to your proposals
· Leverage the forces that move people to embrace new ideas
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المواضيع
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Persuasion (Psychology) - Social aspectsPersuasion (Rhetoric)
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الأسماء المرتبطة
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Harvard Business School
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