Art of Persuasion (Collection), The
Addison Wesley
978-0-13-359773-8 (ISBN)
In How to Argue, leading lawyer Jonathan Herring reveals the secrets and subtleties of making your case and winning hearts and minds. At home or at work, you'll be well equipped to make everything you say have the desired effect, every time. The ability to persuade, influence and convince is a vital skill for success in work and life. However, most of us have little idea how to argue well. Indeed, arguing is still seen by many as something to be avoided at all costs, and mostly it's done poorly, or not at all. Yet it's possibly the most powerful and yet most neglected asset you could have. Discover the art of arguing powerfully, persuasively and positively.
<> Richard Templar is an astute observer of human behavior and understands what makes the difference between those of us who effortlessly glide toward success and those of us who struggle against the tide. He has distilled these observations into his Rules titles. More than 1.3 million people around the world have enjoyed and now play by Richard Templar’s Rules. Jonathan Herring understands the components of a good argument. He is a lawyer and eminent legal academic (at Exeter College of Oxford) and has written over twenty books, including best-selling textbooks on criminal law, family law, and medical law and ethics.
&> How to Get What You Want...
Introduction 1
PART 1: Be the Kind of Person Who Gets What They Want 4
Know What You Want 6
Know Why You Want It 8
Know How Much You Want It 10
Want What You Get 12
Don’t Be a Fuzzy Thinker 14
Know What It Takes 16
Work Out Who You Need on Your Side 18
Break Big Ambitions into Chunks 20
Set Up Some Milestones 22
Celebrate Every Step 24
Write It All Down 26
Analyze Your Sticking Points 28
Set Your Deadlines 30
Check Out the Back Door 32
Don’t Make Excuses 34
Think Positive 36
Don’t Hang Out with Naysayers 38
Say It Out Loud 40
Believe in Yourself 42
Expect Ups and Downs 44
Enjoy It When You Get It 46
PART 2: Be the Kind of Person People Want to Say Yes To 48
Don’t Fake It—Have Real Confidence 50
Sound Confident 52
Look Confident 54
Learn to Say No 56
Give Them an Alternative 58
Be a Broken Record 60
Be Sure You’re Sorry 62
Say What You Mean 64
Think Before You Speak 66
Be Prepared to Disagree 68
Control Yourself 70
Express Yourself 72
Don’t Use Emotional Blackmail… 74
…and Don’t Give In to It 76
Treat People with Respect 78
Have Plenty of Time 80
Be Likeable 82
Have a Sense of Humor 84
Be Honest 86
Always Say Thank You 88
Don’t Do Too Much 90
Give a Bit Extra 92
Be Generous 94
Praise but Don’t Flatter 96
Be Loyal 98
Don’t Talk Behind People’s Backs 100
Learn to Take Criticism Well 102
Admit Your Mistakes 104
Get to Know People 106
Learn to Listen Properly 108
Know What You’ve Agreed To 110
Pick Up the Signals 112
Sympathize with Other People’s Anger 114
Don’t Respond to Tactical Anger 116
Give Other People Results 118
Be Part of Your Organization 120
Work Hard 122
Work Right 124
Be Worth It 126
PART 3: Help Them to Say Yes 128
Make Sure You’re Getting Through to Them 130
And Make Sure They’re Getting Through to You 132
Think About Why They’d Say No 134
Show You Understand 136
Be Objective 138
Give Them an Excuse to Make an Exception 140
Solve Their Problems 142
Read the Clues 144
Learn What Gets Them Going 146
Use the Right Words 148
Get the Timing Right 150
Tell Them What You Want Without Asking 152
Don’t Keep Dropping Hints 154
Make It Hypothetical 156
Ask Questions 158
Ask for Advice Instead of a Job 160
Get Someone to Do the Asking for You 162
Tell Them You Need Them 164
Don’t Rush Them 166
Give Them What They Want 168
Make Them Think It Was Their Idea 170
Discourage Their Bad Ideas 172
Find Out What It Will Take 174
Get a Team Behind You 176
PART 4: And If You Really Do Have to Ask… 178
Be Clear What You’re Asking 180
Pick Your Moment 182
Make a Date 184
Know When to Put It Off 186
Keep to the Script 188
Rehearse It 190
Rehearse Their Answer 192
Don’t Go On About It 194
Get the Essentials on Paper 196
Have a Bottom Line 198
Ask for More Than You Want 200
Don’t Make Empty Threats 202
Think About It 204
Put the Decision in Writing 206
Be Ready to Be Decisive 208
Don’t Give Up 210
How to Argue: Powerfully, Persuasively, Positively
Introduction v
Part 1: The ten golden rules of argument
Chapter 1 Golden Rule 1: Be prepared 3
Chapter 2 Golden Rule 2: When to argue, when to walk away 15
Chapter 3 Golden Rule 3: What you say and how you say it 25
Chapter 4 Golden Rule 4: Listen and listen again 41
Chapter 5 Golden Rule 5: Excel at responding to arguments 53
Chapter 6 Golden Rule 6: Watch out for crafty tricks 65
Chapter 7 Golden Rule 7: Develop the skills for arguing in public 89
Chapter 8 Golden Rule 8: Be able to argue in writing 95
Chapter 9 Golden Rule 9: Be great at resolving deadlock 103
Chapter 10 Golden Rule 10: Maintain relationships 111
Part 2: Situations where arguments commonly arise
Chapter 11 How to argue with those you love 121
Chapter 12 How to argue with your children 131
Chapter 13 Arguments at work 145
Chapter 14 How to complain 153
Chapter 15 How to get what you want from an expert 165
Chapter 16 Arguing when you know you’re in the wrong 175
Chapter 17 Arguing again and again 183
Chapter 18 Doormats 195
Chapter 19 How to be a good winner 205
Chapter 20 To recap 211
Index 215
Erscheint lt. Verlag | 22.8.2013 |
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Verlagsort | Boston |
Sprache | englisch |
Gewicht | 1 g |
Themenwelt | Wirtschaft ► Betriebswirtschaft / Management ► Unternehmensführung / Management |
ISBN-10 | 0-13-359773-3 / 0133597733 |
ISBN-13 | 978-0-13-359773-8 / 9780133597738 |
Zustand | Neuware |
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