Persuasion

James Borg is a practicing work psychologist and business consultant in the areas of interpersonal skills and management. His career spans advertising, sales, marketing, journalism, and work psychology. An economics graduate from the London School of Economics (LSE), he also received a postgraduate degree in psychology.   James’s interests in the area of psychological magic led him to being admitted as one of the youngest members of The Magic Circle. This “mind magic” plays a popular part in his coaching sessions, and it demonstrates the advantages of picking up other people’s signals in our everyday dealings–both in our professional and personal lives.   As a consultant at Psychology Goes to Work, James offers advice on marketing techniques and the application of psychology in the workplace. You can contact James at James.Borg@pearson-books.com.  

Introduction     xv

Chapter 1: The Power of Persuasion: How Empathy and Sincerity Work Wonders for You     1

Chapter 2: Being a Good Listener: Why Listening Is So Crucial     11

Chapter 3: Attention, Please: Keeping Attention Where You Want It     27

Chapter 4: Know Your Body Language: How to Read Nonverbal Signals from Others and Send Out the Right Ones     47

Chapter 5: Memory Magic: The Impact of Good Recall and Simple Tips to Improve Your Memory     71

Chapter 6: Make Words Work for You–The Power of Psycholinguistics: Success Can Depend on Saying the Right Thing at the Right Time     97

Chapter 7: Telephone Telepathy: Learn to Use the Telephone to Your Best Advantage and Read Situations Better 117

Chapter 8: Negotiating for Mutual Benefit: Understand the Psychology Involved to Achieve the Best Possible Result     147

Chapter 9: “Difficult” People (and Their Behavior): Who Are They?      177

Chapter 10: The Personality Spectrum: How to Identify Successfully and Deal with Different “Types”      191