The Science of Influence

How to Inspire Yourself and Others to Greatness

Brian Tracy, Dan Strutzel

• Publisher: G&D Media
• Year: 2019
• ISBN:
  9781722521349
• Topic: Développement personnel
• Subtopic: Réussite personnelle

A CRUCIAL SKILL TO DEVELOP One of the most crucial skills for everyone to develop is influence. Without it, human relations are ineffective at best, and disastrous at worst. Whether you're trying to communicate your business idea to an investor, encourage your children to embrace your moral values, or break an addiction to endless web surfing—if you lack the skill of influence, you will be unable to convince yourself or anyone else.The human mind is like a titanium lock. If you communicate poorly—through endless talking, inattentive listening, or over-the-top pressure—it's like spinning the numbers on the lock over and over uselessly. But if you develop the key skills of influence, it's like knowing the exact combination to that lock and gaining access to the consciousness of another person—or to your own.This book provides the right combination to that highly guarded lock. It will show you the skills of influence. It will enable you to produce incredible results—happier personal relationships, more sales, more profitable partnerships, and an increased ability to hold yourself to commitments that are important to you.

INDEX

The index that appeared in the print version of this title was intentionally removed from the eBook. Please use the search function on your eReading device to search for terms of interest. For your reference, the terms that appear in the print index are listed below.

A

ABC theory of motivation

AB thinking and rapid testing

acceptance, unconditional

accountability

action, principle of

advertising

for bank services

key words in

principle of scarcity in

to those who already want or need product or service

advisors, salespersons as

Amazon

antecedents, in ABC theory of motivation

appearance. See image and appearance

Apple

Arden, Ron

Aristotle

ascribed power

attitude

as a choice

negative. See negative attitude

positive. See positive attitude

attraction, law of

authority

ascribed power

influence and

position power

B

background checks

Banfield, Edward

bank loans

bankruptcy

Battle of Gettysburg, misinterpretation during

behaviors, in ABC theory of motivation

Bible

big data

Blanchard, Ken

boards of directors

body language

Borders Books

Buffett, Warren

business publications

Business Week magazine

C

Carnegie, Dale

casual dress

cause and effect, law of

cell phones. See digital age

change, expecting personal

charisma/charm

children

contribution attitude and

digital age and

forgiveness and

friendships and

helicopter parenting

as “love-tropic”

manners and

negative influences on

parents as role models for

respect and

unconditional acceptance by parents

Cialdini, Robert

Civil War, misinterpretation during

closing process

clothing. See image and appearance

colds, avoiding

commitment

influence and

to your commitment

communication skills. See also digital age

body language and

developing

email and

introductions

listening. See listening skills

misinterpretation and

noise and

one-on-one

one-on-small group

pause, before replying

presentations. See presentations

comparative approach

compensation, in hiring decisions

competitors

complimenting

criticizing

compliments, for competitors

computers. See digital age

consensus, in meetings

consequences

in ABC theory of motivation

in decision making

consistency, influence and

consultative selling

continuous learning

contribution model

creativity

credibility

criticism

challenging others

of competitors

in relationships

custom/tailored product...