ISBN: 9798174698925 - the art of influence: how to persuade, negotiate, and get more people to say yes (4 resultados)

Taschenbuch. Condición: Neu. Neuware - What makes one person persuasive while another person creates resistance-even when they are saying almost the same thing Influence is happening around us every day. It shapes conversations, negotiations, relationships, leadership, business decisions, sales, conflict, trust, and even the way we respond when someone tells us no.But true influence is not about manipulation, psychological tricks, or controlling people.THE ART OF INFLUENCE explores what actually makes human beings receptive, skeptical, cooperative, defensive, trusting, resistant-and ultimately willing to say yes.Drawing from psychology, persuasion, negotiation, communication, and human dynamics, Jean Florian breaks influence down into the forces that shape real human decisions. You will learn why people often have reasons they do not openly reveal, why emotion can matter as much as logic, how trust changes persuasion, how power and ego affect negotiation, and why the same message can succeed with one person and completely fail with another.Inside this book, you will discover how to: - Understand what people may really want beneath what they initially say- Recognize why people resist, hesitate, distrust, or refuse- Communicate ideas in ways that feel relevant instead of forced- Ask better questions and listen for what is not being said- Negotiate around interests instead of becoming trapped in positions- Create value before fighting over who gets what- Understand leverage, offers, concessions, and anchors- Recognize status, ego, power, social pressure, and hidden group dynamics- Build trust that reduces the need for constant persuasion- Know when to push, when to pause, and when to walk away- Deal more intelligently with difficult people- Recognize when persuasion crosses the line into manipulation- Manage your own emotions, insecurity, desperation, and need to win- Become the kind of person others naturally trust, respect, and want to work withThis is not a book of magic phrases designed to make people obey.It is a practical guide to becoming more observant, more persuasive, more strategic, more difficult to manipulate, and better equipped to create agreements that other people willingly want to participate in.Because the strongest influence does not come from forcing people to say yes.It comes from becoming someone whose ideas, judgment, character, and communication make yes worth considering. …

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