persuassive skills
Influencing and Persuasion skills
MTD Training
Download free books at
MTD Training
Influencing and Persuation Skills
Download free ebooks at bookboon.com
2
Influencing and Persuation Skills
© 2010 MTD Training & Ventus Publishing ApS
ISBN 978-87-7681-688-9
Download free ebooks at bookboon.com
3
Influencing and Persuation Skills
CHAPTER
Contents
Preface
6
1.
1.1
1.2
1.3
Introduction
Influence and Persuasion Are Forms of Communication
Manipulation vs. Influence and Persuasion
Establishing Rapport as a Means to Influence and Persuasion
8
8
9
9
2.
2.1
2.2
Review of Communication Basics
Introduction
The Communication Process
11
11
11
3.
3.1
3.2
3.3
3.4
3.5
3.6
3.7
3.8
3.9
3.10
Using Another’s Communication Preferences to Influence and Persuade
Introduction
Types of Input
Filters
The Internal Map, Internal State, and Behavior or Response
Verbal Clues
Visual Representation System
Auditory Representational System
Kinaesthetic Representational System
Auditory Digital Representational System
Eye Movements as an Indication
17
17
19
20
21
22
24
25
26
26
27
Please click the advert
Fast-track your career
Masters in Management
Stand out from the crowd
Designed for graduates with less than one year of full-time postgraduate work experience, London Business School’s Masters in Management will expand your thinking and provide you with the foundations for a successful career in business.
The programme is developed in consultation with recruiters to provide you with the key skills that top employers demand. Through 11 months of full-time study, you will gain the business knowledge and capabilities to increase your career choices and stand out from the crowd.
London Business School
Regent’s Park
London NW1 4SA
United Kingdom
Tel +44 (0)20 7000 7573
Email mim@london.edu
Applications are
MTD Training
Download free books at
MTD Training
Influencing and Persuation Skills
Download free ebooks at bookboon.com
2
Influencing and Persuation Skills
© 2010 MTD Training & Ventus Publishing ApS
ISBN 978-87-7681-688-9
Download free ebooks at bookboon.com
3
Influencing and Persuation Skills
CHAPTER
Contents
Preface
6
1.
1.1
1.2
1.3
Introduction
Influence and Persuasion Are Forms of Communication
Manipulation vs. Influence and Persuasion
Establishing Rapport as a Means to Influence and Persuasion
8
8
9
9
2.
2.1
2.2
Review of Communication Basics
Introduction
The Communication Process
11
11
11
3.
3.1
3.2
3.3
3.4
3.5
3.6
3.7
3.8
3.9
3.10
Using Another’s Communication Preferences to Influence and Persuade
Introduction
Types of Input
Filters
The Internal Map, Internal State, and Behavior or Response
Verbal Clues
Visual Representation System
Auditory Representational System
Kinaesthetic Representational System
Auditory Digital Representational System
Eye Movements as an Indication
17
17
19
20
21
22
24
25
26
26
27
Please click the advert
Fast-track your career
Masters in Management
Stand out from the crowd
Designed for graduates with less than one year of full-time postgraduate work experience, London Business School’s Masters in Management will expand your thinking and provide you with the foundations for a successful career in business.
The programme is developed in consultation with recruiters to provide you with the key skills that top employers demand. Through 11 months of full-time study, you will gain the business knowledge and capabilities to increase your career choices and stand out from the crowd.
London Business School
Regent’s Park
London NW1 4SA
United Kingdom
Tel +44 (0)20 7000 7573
Email mim@london.edu
Applications are