The Art of Persuasion
Empathy + Sincerity = Persuasion (ESP)
Being a Good Listener
Running "Tapes" in Your Own Head
I Hear What You Say
We Think Much Faster Than We Can Speak
Don't Finish Someone Else's Sentences
Talking over Another Person
Offering Advice Too Soon
The Attention Curve, Listener Disagrees, Visual Distractions, Dealing with Constant Interruptions
Ways to Win More Attention, Change the Seating, if Possible, Avoid Breaks
Why Is "Nonverbal" Important?
If Life Is Like a Game of Cards...
Using Empathy to Pick Up Signs of Body Language
Smile, and the Whole World...
Body Language Gestures, Eye Contact, Use of Gestures
Avoiding Negative Body Language Signals, Crossed Arms, Sitting Positions, Other Gestures
"Ah Yes, I Remember It Well...", Sensory Memory, Short-Term Memory, Long-Term Memory
Interest Is Flattering
Introductions, Rule 1: Make Sure That You Hear the Name, Rule 2: If You Hear a Name, Be Sure You Put It to the Right Face
The Importance of Names
Business Cards Can Be Trumps
Empty Promises? "You Cannot Be Serious!"
Remembering Telephone Numbers
The Importance of Memory in Controlling Attentionn
Choose Your Words Carefully
Measure Twice, Cut Once
Assume Makes an Ass of U and ME
Be Careful with "Why?"
Don't "You" Be Negative
Be Persuasive with Open Communication
It Started with a Call...
Cultivate a Good Telephone Manner
Pick the Right Approach
Business Calls, First Point of Contact, Chatting with Your Contact, Arranging a Meeting
At the Other End of the Line
When the Other Person Has Company
Introducing Yourself on the Phone
Setting Up a Meeting
Less Is More
The Psychology of a Negotiation
Negotiate on Interests and Needs
Don't Bring Me Problems; Bring Me Solutions
Other Negotiating Techniques
Negotiating in Action
The First Meeting
The Second Meeting
How Do We Deal with Expectations?
Identifying and Dealing with Various "Types", Introversion and Extroversion, Sensing and Intuition, Thinking and Feeling
Tips on Influencing the Various Types
Types You Might Meet, "Get On with It - Give Me the Bottom Line", Aggressive: "What's in It for Me?", Meticulous and Methodical, Friendly: "Let's Do Lunch", Amicable: "Lets Get You off Your Guard"
How Do You Come Over?, Rambles on, Regardless, Monotonous and Stingy with Words, Over-familiar, over the Top, Confident and Assertive: "It's in Your Interest to Talk to Me"