Elizabeth Kuhnke 
Persuasion and Influence For Dummies 

Many people want to gain trust or support in business and
throughout life, but the true skill is doing so in a charming
fashion! Whether you’re convincing the boss about your
much-deserved promotion or a busy restaurateur to offer a better
table, the power of persuasion can help improve and increase your
successes.

Elizabeth Kuhnke, author of the bestselling Body Language For
Dummies, guides the reader through easy-to-implement techniques
that can turn a timid person into someone bursting with self
confidence and the ability to influence.

Topics covered will include:

* The key elements in becoming more persuasive – body language,
listening skills, using persuasive words and actions

* Finding a common ground and establishing a connection with your
audience

* Capturing their attention and keeping them interested

* Putting yourself across convincingly

* Getting things done through others

* Identifying the type of person you’re dealing with – and
responding in an appropriate manner

Tabela de Conteúdo

Introduction 1

Part I: Preparing to Persuade and Influence 7

Chapter 1: Laying the Groundwork for Persuasion and Influence
9

Chapter 2: Finding Common Ground with Your Audience 27

Chapter 3: Establishing an Emotional Connection 57

Chapter 4: Putting Together a Compelling Case 73

Chapter 5: Establishing Your Credibility 93

Chapter 6: Exhibiting and Exercising Your Expertise 117

Part II: Developing Your Persuasive and Influencing Skills
135

Chapter 7: Listening Actively 137

Chapter 8: Gaining and Maintaining Your Audience’s
Interest 155

Chapter 9: Gearing Your Approach to Different Decision-Making
Styles 177

Part III: Picking the Right Approach 205

Chapter 10: Getting Things Done with the Help of Others 207

Chapter 11: Leading by Example: Quietly Creating Big Change
229

Chapter 12: Appealing to Other People’s Drives, Needs and
Desires 245

Part IV: Putting Persuasion and Influencing Skills into
Practice 271

Chapter 13: Getting Physical: Putting Body Language to Work
273

Chapter 14: Perfecting Your Persuasive Voice 293

Part V: The Part of Tens 321

Chapter 15: Ten Sure-Fire Ways to Influence Anyone 323

Chapter 16: Ten Ways to Persuade Electronically: Emails and
Beyond 329

Chapter 17: Ten Ways to Persuade over the Phone 339

Chapter 18: Ten Essential Instruments for Your Persuasion
Toolkit 347

Index 357

Sobre o autor

Elizabeth Kuhnke is an Executive Coach and founder of Kuhnke Communication. She is also the author of the popular Body Language For Dummies.