Get People to Do What You Want

How to Use Body Language and Words for Maximum Effect

Gregory Hartley, Maryann Karinch

• Publisher: Career Press
• Year: 2019
• ISBN:
  9781632657749
• Topic: Psicologia
• Subtopic: Relazioni interpersonali in psicologia

A former Army interrogator shares his secrets for getting exactly what you want out of anyone, anytime.

In business, school, romance, or your neighborhood, it is valuable to know what attracts people, what repels them, and what makes them tick. Choosing the right approach will enable you to influence people to do what you want in professional and social situations. The authors include updated case studies—some pulled from the headlines—of how this technique has worked to create both good news and bad news. Most importantly and all new, they tell you how to identify and guard against manipulation so you remain in control of your choices and options.

In Get People to Do What You Want, you’ll learn about:

• One-on-one interaction
• Group dynamics
• The projection of leadership
• Instinctual trust and mistrust of others

Get People to Do What You Want is the perfect, modern complement to Dale Carnegie’s 1937 classic work on the topic, How to Win Friends and Influence People. Think of these books as the Old and New Testaments of persuasion.

Index

above-board leadership style, 56

acceptance, belonging and, 11

accessing cues, 104

achievement, 8

self-image and, 13

acting with intent, 177–178

active listening, 86, 121–127

talking with intent and, 172

adaptors, 108–109

alphas in artificial groups, 54–55

alternative sources, accessing information from, 25

anti-charisma, operating with, 82

anti-establishment personality types, attributes of, 136–139

Applewhite, Marshall, 20, 64

supertypical behavior of, 28

approaches, psychological, 86

arched eyebrow, 111

arched eyebrows, two, 111–112

arms, crossed, 114–115

Army tests, autonomous robot and, 3

Aron, Arthur P., 65–66

artificial groups, alphas in, 54–55

artificial organizations, 41–42

association, 221

bonding and fracturing and, 193

bonding through, 221–222

differentiating through, 227

homogenizing through, 222–223

overdifferentiating through, 227–228

pride and, 203

the art of, 206–209

attributes, learning your target's, 133

audience,

asking questions and considering your, 91–92

granting an, 75–77

audience receptivity, 72

authoritarian leadership style, 55–56

authority of informal leaders, 44

barriers, 109–110

removing, 74–75

baseline, establishing a, 159, 160

baselining, 86, 97–101

and elaboration, 100

and enunciation, 100

and steering away from emotional issues, 103

and trailing, 100

cadence, 99

eye movement, 101–105

pitch, 99

voice, 99

behavior,

influencing, 129–131

the shift toward, 186

behavior standards, m...