| Description |
xiv, 240 pages : illustrations ; 24 cm |
| Note |
Includes index. |
| Contents |
A new framework for understanding persuasion -- Introduction -- How does persuasion work? -- The five styles of decision making -- And how to influence each -- The charismatic decision maker -- Persuading the charismatic decision maker -- The thinker decision maker -- Persuading the thinker decision maker -- The skeptic decision maker -- Persuading the skeptic decision maker -- The follower decision maker -- Persuading the follower decision maker -- The controller decision maker -- Persuading the controller decision maker -- The pragmatics of persuasion -- How to read people -- Common mistakes -- Putting persuasion to the test. |
| Subject |
Communication in management.
|
|
Persuasion (Psychology)
|
|
Influence (Psychology)
|
| Added Author |
Williams, Gary A.
|
| Added Title |
Five paths to persuasion |
| ISBN |
0446532398 |
|
9780446532396 |
|
