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Tables of Contents for Artful Persuasion
Chapter/Section Title
Page #
Page Count
Preface: Manipulation, Seduction, and Persuasion
ix
Why I wrote this book; How high is your persuasion IQ?
Acknowledgments
xix
PART 1 HOW PERSUASION WORKS
Thoughtful Persuasion, Mindless Influence
2
2
The two routes to successful persuasion
The Persuasion Effect
4
6
The four patterns of influence
PART 2 THOUGHTFUL PERSUASION
Foxes, Bloodhounds, and Donkeys
10
4
The three types of influencers
Persuasion Starts with Credibility
14
23
How to build trust and sell your expertise
First Impression, Best Impression
37
34
The art of image management
Reading the Other Person
71
13
How to use personality type to persuade
Power Talk!
84
21
How to give words added impact
Winning People's Hearts
105
28
The power of metaphors, analogies, and stories
Winning People's Minds
133
26
How to structure and package your message
Power Pitches
159
28
How to persuade with graphs, charts, and videos
Ask, Don't Tell!
187
13
The gentle art of self-persuasion
Different Groups, Different Messages
200
10
How to target and influence different groups
Strategy Pure and Simple
210
8
How to outthink and outwit your opponents
PART 3 MINDLESS INFLUENCE
Mindless Persuasion
218
5
The seven persuasion triggers of automatic influence
Persuasion Trigger One: Contrast
223
7
The power of a benchmark
Persuasion Trigger Two: Reciprocation
230
7
The law of give-and-take
Persuasion Trigger Three: Commitment and Consistency
237
9
Getting on foot in the door
Persuasion Trigger Four: Authority
246
6
The influence of position
Persuasion Trigger Five: Scarcity
252
12
The rule of the rare
Persuasion Trigger Six: Conformity
264
5
Everyone is doing it
Persuasion Trigger Seven: Liking
269
9
Friends won't let you down
PART 4 PERSUASION AT ITS BEST
Icons of Influence
278
10
The most influential persuaders of the twentieth century
Footnotes
288
7
Index
295