Would understanding how people typically think and behave before you engage in a difficult conversation, tough negotiation, or make a simple request be helpful? Of course. Brian Ahearn's new book, Influence PEOPLE, explores the science behind the influence process-what drives people to take the actions you want them to take, without manipulation or trickery. Throughout the book, you'll learn how to influence PEOPLE, in the workplace, at home, and in social interactions. This book isn't about changing people's minds or simply convincing them what you want them to do is right. It's much more than that; it's about changing people's behavior. Positive thoughts, and even agreement from others, only go so far-and seldom lead to a change in behavior. This book will help you bridge the gap between good intentions and actions. With more than 30 years of business experience and 15 years studying the influence process, Brian Ahearn shares with you the good, the bad and the ugly when it comes to moving people to action.
• Tired of hearing prospective clients say they need to "think it over" when you make a proposal? • Ever leave a situation only to find yourself thinking, "I should have said... "? It does you little good to come up with the right word or phrase after the moment has passed. • Does trying to gain consensus with your co-workers or team bear a striking resemblance to herding cats?
Here's just a handful of thought-provoking things you'll learn:
• How a major insurance company quickly recovered from a $700,000 mistake using Post It™ notes. • Why J.C. Penney's move to simplified pricing was a disaster despite being, conceived by some very smart marketing executives. • How Bernie Madoff "made off" with our money. • The unrecognized power of saying thanks and responding properly to thanks. • How persuasion can help double your response rate at half the cost.
