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How to Use Influence as a Leader: The Power Of Persuasion And Pre-Suasion To Produce Change (Volume 2)

How to Use Influence as a Leader: The Power Of Persuasion And Pre-Suasion To Produce Change (Volume 2)

          
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About the Book

As a business owner, you likely wear many hats, from human resources to operations and from sales to fulfillment. So, where do you fit in time for learning and professional development?
We all seek to influence the decisions and behaviours of others. Acquiring useful information from a target, convincing peers to share information, and spurring actions that promote desirable outcomes all require the ability to influence others through persuasion. So how is successful persuasion best achieved?
Keep up with innovation, business and leadership trends by reading the right business books for your small business.

How to Use Influence as a Leader will teach you how to use six proven and universal principles of persuasion. The book provide information about a newly recognised form of persuasion technology pre-suasion, which involves what a persuader can do or say immediately before delivering a message to greatly increase its effectiveness. Here is six principles of influence that operate as such shortcuts in the realm of persuasion:

✓ RECIPROCITY People feel obligated to return favours performed for them. One memorable demonstration of this principle is the story of when CIA operatives received a 'bonanza' of information from an Afghani tribal elder, who had first been given a personalised gift: four Viagra pills (one for each of his wives).
✓ AUTHORITY People look to experts to show them the way. When shown the opinion of a distinguished economist on an economic problem, individuals not only followed that opinion by changing their submitted solutions to the problem, they did so without evaluating other relevant evidence.
✓ SCARCITY People want more of what they can have less of. At one large grocery chain, brand promotions that had a purchase limit ('Only X per customer') or time limit ('For today only') more than doubled sales versus promotions without a limit.
✓ LIKING People want to say yes to those who they like. One route to liking someone is through finding similarities with them. Research shows that the odds of a failed negotiation are significantly lowered when the negotiators learn of similarities, like hobbies, that they share.
✓ CONSISTENCY People want to act consistently with what they have publicly said or done. Having individuals sign an honesty pledge at the top (versus the bottom) of an insurance form led to significantly less lying on the form.
✓ SOCIAL PROOF People look to others' behaviour to guide their own. UK tax officials collected hundreds of millions of additional pounds by including a message on tax recovery letters stating that most people do pay their taxes on time.
How to Use Influence as a Leader is a comprehensive guide to using these principles effectively to amplify your ability to change the behavior of others.


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Product Details
  • ISBN-13: 9798577827182
  • Publisher: Independently Published
  • Publisher Imprint: Independently Published
  • Height: 280 mm
  • No of Pages: 108
  • Series Title: How to Use Influence as a Leader
  • Weight: 267 gr
  • ISBN-10: 8577827186
  • Publisher Date: 07 Dec 2020
  • Binding: Paperback
  • Language: English
  • Returnable: N
  • Spine Width: 6 mm
  • Width: 216 mm


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