Book Description
The nation's premier communications expert shares his wisdom on how the words we choose can change the course of business, of politics, and of life in this countryIn Words That Work, Luntz offers a behind-the-scenes look at how the tactical use of words and phrases affects what we buy, who we vote for, and even what we believe in. With chapters like "The Ten Rules of Successful Communication" and "The 21 Words and Phrases for the 21st Century," he examines how choosing the right words is essential.Nobody is in a better position to explain than Frank Luntz: He has used his knowledge of words to help more than two dozen Fortune 500 companies grow. He'll tell us why Rupert Murdoch's six-billion-dollar decision to buy DirectTV was smart because satellite was more cutting edge than "digital cable," and why pharmaceutical companies transitioned their message from "treatment" to "prevention" and "wellness."If you ever wanted to learn how to talk your way out of a traffic ticket or talk your way into a raise, this book's for you.
Customer Reviews:
Great Book.......2007-10-07
Frank Luntz does a great job of driving across that it's not what you say, it's what people hear. Although the book had a lot of political references, the lessons to effective language can be applied to any walk of life.
Luntz's "1984".......2007-09-30
If you want to know how you are being manipulated, Frank Luntz will tell you how he does it in his candid book.
Clear. Concise. Comprehensive........2007-09-28
Dr. Luntz illustrates his 10 Rules of Effective Language in the subtitle of his book Words that Work: It's Not What You Say, It's What People Hear. His 10-rule, 10-word system proves the power of language.
Disturbingly accurate examples show the impact and importance of language. What gets wired in us and why? What moves us emotionally? What makes us spend? What connects us? Words are ripples.
Lutz reveals how we get so caught up in words that we fail to communicate. Consider leaders who speak in alphabet soup and spoil our language and understanding.
Like fine embroidery, words follow design; and design is seen differently by everyone with eyes.
Using case studies as examples, Luntz makes points about how passage of time affects words, how disordered words can cause dissension and how new words shade new meanings.
Most of all, he states, what we say is who we are. He's right. Think about it.
Rebecca Jacoby, copywriter
www.afewchosenwords.com
www.beckyjacoby.com
Brevity as an Effective Communication Skill (would that it were!).......2007-09-10
Mr. Luntz sites brevity as an effective communication skill, yet he goes on and on and on with his examples and repeats himself throughout the book.
He uses the book as a vehicle to promote his Republican platforms, which is boring and annoying.
He is a little impressed with himself and is not afraid to share that with the reader. An especially distasteful example of this is his self-serving introduction about performing for Democrats and celebrities at Ariana Huffington's home.
He tries to imitate Steven Levitt's style of writing but he's just not that interesting or cool.
WORDS THAT WORK.......2007-09-08
"Words That Work: It's Not What You Say, It's What People Hear" by Frank Luntz is a modern day "how to win friends and influence people" for the 21st century. "Words That Work" is a good book but the best part is the '10 Rules of Effective Language' in the first few chapters, which is basically the whole point of the book.
You may not want to read the other chapters because the book does surprisingly focus also on how businesses can use words. You can pretty much ignore the Publisher's Weekly criticism that this book is partisan. Luntz sights good and bad examples of communication from both Democrats and Republicans. His first anecdote deals with giving a seminar at Arriana Huffington's home for the Hollywood Elite!
People who don't care about politics or business will probably get bored with this book. But if you only get half-way through the book you will be convinced that "It's Not What You Say, It's What People Hear".
"MoveOn.Org" Democrats who try to smear the lessons Frank Luntz gives in this book may do so at your own peril.
Book Description
Influence: Science and Practice is an examination of the psychology of compliance (i.e. uncovering which factors cause a person to say “yes” to another's request).
Written in a narrative style combined with scholarly research, Cialdini combines evidence from experimental work with the techniques and strategies he gathered while working as a salesperson, fundraiser, advertiser, and in other positions inside organizations that commonly use compliance tactics to get us to say “yes.” Widely used in classes, as well as sold to people operating successfully in the business world, the eagerly awaited revision of Influence reminds the reader of the power of persuasion.
Cialdini organizes compliance techniques into six categories based on psychological principles that direct human behavior: reciprocation, consistency, social proof, liking, authority, and scarcity.
Customer Reviews:
A Classic - and for Good Reason!.......2007-09-18
It would be rare to find a social psychologist who does not view Cialdini as the master of persuasion and influence. I'm no exception. Not only is his knowledge comprehensive, but it is presented in an understandable and compelling way. This is why this book is in its Fourth Edition.
Any serious student of persuasion and influence, theoretical or applied, needs this book in their library. Becoming familiar with Cialdini's six principles of influence (reciprocity, consistency, social proof, liking, authority and scarcity) will broaden your world . . . and when applied, increase your bottom line.
You also will want to read Kevin Hogan's books, including "The Psychology of Persuasion" and "The Science of Influence". I'd also recommend, especially for applied sales and influence practitioners, Dave Lakhani's more recent book, "Persuasion: The Art of Getting What You Want".
Mollie Marti, Ph.D., J.D.
Author, Selling: Powerful New Strategies for Sales Success
Automobile.......2007-09-07
Definitely something you want to read before making a major decision, to include buying a new car, buying a new home, joining a new church, or voting for the next world leader.
influence certinly influenced me.......2007-08-26
This was a supplementary text to an MBA Negotiations course (main text was Thompson's, Heart and Mind of a Negotiator)
Influence is a a very insightful book and a very easy read compared to usual academic texts.
I read this into the small hours..........2007-08-07
... because I couldn't put it down.
The theory is clever. In six headings and crisply written. The proof is laid out and it's like Cialdini is talking to you. It's easy to remember.
But the examples are harrowing: Why cult leaders do what they do; why initiation rites are brutal; why normal people do nasty things to each other if the conditions are set; why my daughter always gets what she wants; why there's no safety in crowds ...and why reasonable people like me are the MOST likely to be suckered by conmen.
But it closes well. Cialdini gives us tips and exercises to resist the persuaders and to use the same tactics for our own benefit - ethically. This is a great book. I've thrown others out but this one's staying.
Still one of the greatest works of all time........2007-08-07
This is one of the first and still one of the best books on the practical applications of social psychology out there. It is hard to put this book down. Cialdini organizes his main points simply and understandably using several examples from both his personal observations and psychological research. I believe everyone should read this book; it is a stellar example of how psychology can improve the human condition and give us great insight into who we are.
Amazon.com
Arguably the best book ever on what is increasingly becoming the science of persuasion. Whether you're a mere consumer or someone weaving the web of persuasion to urge others to buy or vote for your product, this is an essential book for understanding the psychological foundations of marketing. Recommended.
Book Description
Influence, the classic book on persuasion, explains the psychology of why people say "yes"—and how to apply these understandings. Dr. Robert Cialdini is the seminal expert in the rapidly expanding field of influence and persuasion. His thirty-five years of rigorous, evidence-based research along with a three-year program of study on what moves people to change behavior has resulted in this highly acclaimed book.
You'll learn the six universal principles, how to use them to become a skilled persuader—and how to defend yourself against them. Perfect for people in all walks of life, the principles of Influence will move you toward profound personal change and act as a driving force for your success.
Customer Reviews:
Better yet, buy it for someone else!.......2007-10-04
Just reading Influence by Robert Cialdini. Wow. What a brilliant book. There's so much here for marketers to be aware of. A lot of this is taking things we do intuitively, or that we've learned from from experience and exploring the psychology behind it. I'm of the mind that the more you know how something works, the more you'll be able to use it to your advantage.
There is a fantastic chapter on consistency that explores our natural tendency to want to stick to our guns once we've made a commitment.
"If I can get you to make a commitment (that is, to take a stand, to go on record), I will have set the stage for your automatic and ill-considered consistency with that earlier commitment. Once a stand is taken, there is a natural tendency to behave in ways that are stubbornly consistent with the stand."
The author cites a great number of stories, anecdotes and examples to illustrate each point. It's really fun and I can see using these examples many times in presentations and in idea generation.
For instance, he sites how weight loss experts use the written commitment to help set people set and stick to their goals. Also how Amway uses the same method. Or the numerous Proctor & Gamble contests that encourage you to "tell us in x number of words why you love product y"
Can you get a commitment somehow?
It's just one of many great examples in this book. Buy it. Better yet, buy it for someone else. You'll learn why that's a good idea when you read the book!
Someone just replaced my sales six shooter with an AK-47.......2007-09-21
Someone just replaced my sales six shooter with an AK-47. Wow! This is a very valuable book, not just for sales but for life. He has five main areas on what influences us. I have used them all, but now I really know how to use them: Reciprocation ( I give you a bit to get a lot) , Commitment and consistency (If I get you to state in public what you will do, you will likely do it), Social Proof (If you see others doing it you will too), Liking, (All I need is you to like me and if I provide a good deal, I make a sale), Authority (Nurses could kill you if a Dr says so!), Scarcity ( if I give and then take away an item, you want it more) . His discussions wheel from how to ensure you get help if you are having a heart attack to how to prevent a revolution. Thoughtful, insightful, easy to read and to use. He has reaffirmed my faith in some academics. Buy it! Read it! "Cause if you don't, when I call, you will buy whatever I am selling, "cause you haven't got a chance now!
Must read!.......2007-09-20
I can sum it up by this, when I was in college a professor assigned us to read a couple of chapters in the book for the next class. I complained saying we had enough on our plates. The professor then told me, James, if you read these chapters and don't find them interesting, I'll give you an "A" in the class. So, trust me, I picked up the book "fully" expecting not to like ... but I couldn't put it down. And true to his word, the professor asked me in front of the class if I thought it was worth the read and I had to say yes and that I found it fascinating.
I found Influence to be a very captivating read. This book gives insight to both those in the marketing field and for every consumer. I see "tricks" outlined in book that people try to use on me all the time ... this book has helped me with defensive techniques at sales pressure. I've also purchased it for several friends.
I highly recommend it.
A shield against weapons of influence.......2007-09-11
Advertisers use six psychological principles to take money out of our pockets. They exploit our habit of taking certain shortcuts to make decisions. The author thoroughly explains these six principles by using research data and many interesting and instructive stories. But most importantly he instructs the reader, how to say no, and thus shield herself when weapons of influence are turned on her. In the long run this book could pay for itself a thousand times over.
WOW!!.......2007-09-05
I wish I could condense the experience of reading this book down to a pill, I'd take it every morning. One of the best books I've ever read. Every chapter is packed with examples, all extremely fascinating.
This book should be required reading for anyone living in a human society. If you are in business of any kind or have kids, buy this book immediately, you won't regret it.
Book Description
Discover the secrets of written persuasion!
"The principles of hypnosis, when applied to copywriting, add a new spin to selling. Joe Vitale has taken hypnotic words to set the perfect sales environment and then shows us how to use those words to motivate a prospect to take the action you want. This is truly a new and effective approach to copywriting, which I strongly recommend you learn. It's pure genius."
-Joseph Sugarman, author of Triggers
"I've read countless book on persuasion, but none come close to this one in showing you exactly how to put your readers into a buying trance that makes whatever you are offering them irresistible."
-David Garfinkel, author of Advertising Headlines That Make You Rich
"I am a huge fan of Vitale and his books, and Hypnotic Writing (first published more than twenty years ago), is my absolute favorite. Updated with additional text and fresh examples, especially from e-mail writing, Joe's specialty, Hypnotic Writing is the most important book on copywriting (yes, that's really what it is about) to be published in this century. Read it. It will make you a better copywriter, period."
-Bob Bly, copywriter and author of The Copywriter's Handbook
"I couldn't put this book down. It's eye opening and filled with genuinely new stuff about writing and persuading better. And it communicates it brilliantly and teaches it brilliantly-exemplifying the techniques by the writing of the book itself as you go along."
-David Deutsch, author of Think Inside the Box, www.thinkinginside.com
"Hypnotic Writing is packed with so much great information it's hard to know where to start. The insights, strategies, and tactics in the book are easy to apply yet deliver one heck of a punch. And in case there's any question how to apply them, the before-and-after case studies drive the points home like nothing else can. Hypnotic Writing is not just about hypnotic writing. It is hypnotic writing. On the count of three, you're going to love it. Just watch and see."
-Blair Warren, author of The Forbidden Keys to Persuasion
Customer Reviews:
Hypnotic Writing.......2007-09-27
This is a well written book with lots of real ideas for copywriting that sells. The best part is. . . well read the book!
Absolutely Amazing.......2007-08-13
Absolutely amazing
This book refers to all the process and ideas that I've always noticed, but could never point out the system... A must have for anyone! Even if you are just selling yourself
a lot of filler but a lot of good stuff too.......2007-07-31
this is not for beginners. if you already know the basics of copywriting then you'll pick up a lot of useful tips and techniques from this book.
would i recommend it to my colleagues? yes.
A must have.......2007-07-22
I simply loved it and cannot put it down. Joe Vitale covers the ingredients that needs to be in any marketing piece and provides examples and how to improve your copy. This book is a must have.
Lets be fair for a second, if you think one book will take you through all the steps and prep you to be an excellent copywriter, then save your money because no such book exists.
As you read this book, you'll be riveted, heart, mind and soul.................2007-07-22
By the time you start absorbing this book, you immediately discover your own amazing power to create...........Can you imagine, having Joe Vitale sit down with you? He looks you in the eye. He carefully and compassionately takes you by the hand and guides you. He holds nothing back as he carefully unfolds the amazing secrets of how to reach the spirit of your readers. His words and concepts marinate your mind and you feel the deepest yet gentle awakening while absorbing every word. You discover your own genius within to do what you've only dreamed of doing before you read this book. Joe Vitale's sincerity, integrity and true desire to move you to a level of personal excellence is unparalleled. With this book, he continues to amaze us all. Thank you, Joe.
[...].
Book Description
Designed to be a true alternative to traditional argument texts, Everything's an Argument takes a fresh and friendly approach to the subject by showing students that argument is everywhere. Everything's an Argument with Readings complements this approach with a uniquely broad range of examples -- from essays to billboards to emails to radio programs -- that help students recognize and respond to the arguments all around them. Andrea Lunsford and John Ruszkiewicz's instruction is fresh, elegant, and jargon-free, emphasizing inclusivity (moving beyond simple pro/con positions), humor, and visual argument to make Everything's an Argument immediately accessible. Students like this book because it helps them see and understand that a world of argument already surrounds them; instructors like it because it helps students construct their own arguments about that world.
Customer Reviews:
liked it.......2007-08-09
We didn't use this book that much, but what we did use of it, I liked.
Book Description
Praise for Covert Persuasion:
"This book is a treasure trove of ideas you can use to turn a 'no' into a 'yes' almost instantly-in any sales situation."
-Brian Tracy, speaker and author of Create Your Own Future and Change Your Thinking, Change Your Life
"Hogan is the master of persuasion. I urge you to persuade yourself to buy this book and everything he's ever written and recorded. It will help you understand yourself, understand others, and succeed. This information is bankable."
-Jeffrey Gitomer, author of The Sales Bible, Little Red Book of Selling, and Little Red Book of Sales Answers
"There's more wisdom in this book than in 500 pages on the same subject. Whether you need to persuade your lover, your spouse, your boss, your clients, your friends, or yourself, this powerhouse collection of mind tricks and secrets will give you the upper hand. In today's competitive world, this is the persuasion wizard's manual you need to control circumstances and get what you want."
-Dr. Joe Vitale, author of Life's Missing Instruction Manual and The Attractor Factor
"When you read Hogan's writing, it feels like you're getting sage advice from a master. Would you like other people to decide on their own (or so they think) to go along with your every whim? Then this is the book you've been looking for."
-David Garfinkel, author of Advertising Headlines That Make You Rich
"There is more practical information on the dynamics of selling and communication in these pages than you could ever acquire in a lifetime on your own through trial and error. Take advantage of the authors' wisdom and read this book!"
-Todd D. Bramson, Certified Financial Planner and author of Real Life Financial Planning
Customer Reviews:
Structured, well explained, practical and... persuasive.......2007-10-04
Do you really want to learn the art of persuasion? This is a trick question - you will understand it after reading the book. I have to say that even after reading it, I do not believe real persuasion is to play a trick on someone. You can fool someone, but in the long run you will get caught and this type of "persuasion" will catch up with you. I am simply not interested in that subject, so I was quite ready to throw the book, if it proved to trumpet the value of tricking someone. The use of the word "trick" in the title is unfortunate, because the book, with a few exceptions, is not a repository of tricks, but a pretty good analysis of successful communication.
The writing is clean and clear. There are no complex theories, statements of advice are explained in a straightforward manner. The reader could appreciate the purposeful style. Although the tactics are listed using a dry numbering system ("Covert Persuasion Tactic #32), they are grouped in chapters following well defined concepts. I thought the authors handled quite well the delicate issues of emotion and belief. One of the positive aspects of the book is that the reader can follow a system to educate new, better communication habits. Some readers could find observations that provoke thinking beyond the simple idea of persuasion.
The authors make an effort to simplify the message of persuasion (they have to persuade you, right?), but they also emphasize the fact that one has to put in more effort in order to get better results. It is about being motivated, knowing what you want and hard work. Some of the more interesting concepts in the book are:
- People don't believe in something because of a specific reason, they just do
- Always be outcome focused, imaging final product
- Avoid mind drifting, which is caused by tiredness
- Focus requires energy
- Anticipate, always anticipate
- Beware when someone else's agenda is on your to-do list
- Communicate with intention
The title and the introduction style do not do justice to the book. It has more depth than it lets you believe. It is better if you take your time and read it slowly - and think about it, rather than skip through it.
Overall, the book is useful, even if you are already familiar with some of the concepts. Occasionally, the book drops the quality by dipping into sales demagogic rhetoric (just ignore that), but considering the size of the covered territory, it has remarkable tempo and interestedness. I am writing this review a month after I read the book and I can say that a few ideas in the book are sticky: they stay with you for a while. That means the book is onto something.
Be A Sales PRO! Read This Book!!.......2007-09-03
Far more than others, Kevin Hogan synthesizes and makes accessible vast amounts of technical and scientific knowlege.....not for the academic, but for the average "sales guy"....those of us who are actually selling and marketing every day and need to know and use this stuff quickly . This is "our" guy. And this stuff works. Its all here. The only thing better is to see him in person! I know. I've read, I've used it, I've been successful with it. Buy this book, read it, do what it suggests, then write Kevin and tell him THANKS.
Lacking in percision.......2007-09-02
Disclaimer: I usually prefer not to speak or write negatively about a given book because I generally do not want to spend the energy required to so. In the case of Covert Persuasion I feel compelled to write a review solely on the basis that I strongly feel this book does not live up to what it purports to give or enable the reader to be able to do. The very title persuades the reader into believing that the forth coming pages contain the necessary wealth of information that will arm the reader with these mysterious and much touted psychological tactics and trick which, when applied, will transform you into a persuasion guru. I contend that this book delivers some of the goods but, falls short of what it could have been and, in the end, is just another tired attempt to market a book/idea in an already saturated and misguided niche (the art or tactics of selling). The author's fall short not because they do not provide statistical data or because they do not provide some sure fire time test listing of persuasion how-to's. Instead, they falls short because they only partially follow through on their attempt to deliver or provide the reader with a full view of any given tactic or trick they are trying to impart upon you. What the authors do is begin a section by telling you what they are attempting to do and how, by the end of this section, you will see or have defined or know how to use said tactic or trick. By section end the reader is left scratching their head wondering and waiting to be given information regarding some trick and, even more annoying, is the author's referencing tactics from a previous section. Maybe the trick or tactic is somehow imparted during the flurry of motivating stories that fill the vast majority of each section or, quite possibly, I was too ignorant to derive the assumed tactic or trick but, regardless of these points, I consistently felt as though is was missing information or that I had fallen asleep during reading and subsequently mis-read a given section and hence I was forced to go back an re-read section after section with the hope of finding all the missing information. Saying that you will defer fully explaining or revealing a trick or tactic until later and then not delivering is like bringing food to a starving person and then eating it yourself. In conclusion, this book does not live up to its title and it was not that helpful as a tool to use in any given situation, especially those where knowing how to apply manipulative subtleties to obtain a desired outcome is needed and important.
The .......2007-09-01
As a former multiple business owner for twenty years and a current business image consultant, I highly value anything written by Dr Hogan about the art of persuasion and influence. Time and again, I have been able to successfully navigate tough business negotiations using the techniques I've learned through Dr Hogan's courses and books. I now have a respectable library of Dr Hogan's material and I am more than excited to add this book to my collection. My husband is an attorney and handles billion dollar contracts and negotiations for the nuclear industry. He actually carries "Covert Persuasion" with him as a reference in his dealings. That says it all!
Anyone who cannot realize the value of the content of this book probably has little real time experience in business dealings.
Michelle Matteson, Business Image Consultant, Professional Speaker
[...].
Stellar as Ever.......2007-09-01
A GF first lent me Kevin Hogan's best selling Psychology of Persuasion 18 mths ago as my introduction to his writing and work. Covert Persuasion is his latest work that combines Kevin's masterful practical insight and practices (yes, this is one where I can actually go APPLY it immediately!) with is academic perspective as well. Intelligently written AND practical. I love it. As a saleswoman, I have everything he has written and frequently purchase his teaching CDs. He is generous in the practical knowledge and application he shares with us. I highly recommend adding Covert Persuasion to your Sales library. Kevin is the leader in Persuasion in my book. And you'll have fun reading it, too!
Book Description
New secrets to getting what you want every time
The Science of Influence shows readers how to get anyone to say "yes" in eight minutes or less. Synthesizing the latest research in the field of influence with real-world tested experiences, it presents simple secrets that help readers turn a "no" into a "yes." Every secret in this book has been rigorously tested, validated, and found reliable academically and in the real world.
Readers learn dozens of all-new techniques and strategies for influencing others including how to reduce resistance to rubble; send unconscious nonverbal messages that are consciously undetectable; make people feel instantly comfortable in your presence; decode body language; build credibility; and be persistent without being a pain.
The Science of Influence turns the enigmatic art of influence and persuasion into a science anyone can master.
Kevin Hogan, PsyD (Eagan, MN), is a dynamic motivational speaker and expert on unconscious influence and body language for the BBC, the New York Post, and such popular magazines as Cosmopolitan and Playboy. He teaches Persuasion and Influence at the University of St. Thomas Management Center. He is the author of 12 books including bestsellers such as Irresistible Attraction: Secrets of Personal Magnetism and The Psychology of Persuasion.
Customer Reviews:
You need to look no further for sales success.......2007-09-23
Whether it's body language, alpha strategies, omega strategies, 10 laws of persuasion, building rapport, self branding, oscillation, covert hypnosis or you just want to be privy to information most other authors would and do span out over 3 or 4 books then this is an absolute must read for you.
Kevin Hogan again delivers where others leave you wanting and does so not in a way that is hard to understand or in a way that leaves you wondering whether it really does work like that but in a way that is completely and wholly backed up with real, provable scientific study and results.
I am not for one minute not to try other authors attempts but what i am saying is that you'll be very hard pushed to find a title with so much usable information in it.
Gary May
Author: SELLING: Powerful New Strategies for Sales Success
www.garymay.co.uk
A must read!.......2007-09-19
After reading Psychology of Persuasion, get this book! Kevin Hogan continues to bring new and fresh concepts to you regarding the ability to Influence people. His dedication to the field is unfounded anywhere else.
A Must Read.......2007-09-13
Kevin Hogan is clearly a leading expert on influence and persuasion. He has done it again. This book has a lot of great information in it compiled from the author's own research, various studies and papers.
The author goes into great detail of how we are all influenced daily into making decisions of "yes" or "no" and how both internal and external influences affect those decisions at the conscious and unconscious level of the brain. This is about how to create change in others and we are introduced to the Delta and Omega models of influence. From beginning to end, there are countless examples of persuasion techniques and influence strategies.
I personally like chapter 11 entitled "I'll think about it". If you are in sales and have had a customer response as such, now you will understand why they said it and learn how to influence them to "yes".
Simply, a great book!
Eliot Hoppe
Proven Laws Meet Current Research and Applications - Reader Wins!.......2007-09-13
Kevin Hogan presents persuasion, influence and decision making research, liberally sprinkled with real world examples and humor, to break down the turning a "no" into a "yes" process. The "Science" of Influence goes well beyond science to the "art" of persuasion.
The strategies in this book show how to reduce resistance, build credibility, make others more comfortable in your presence, ask the right questions and be persistent without offending the other party. Importantly, this book covers the essentials of nonverbal communication. It also addresses both internal factors (like habits, routines) and external factors (like speaker's appearance, the environment) that affect a listener.
The heart of this book outlines and applies the Ten Laws of Influence. You will want to highlight and periodically revisit these laws and applications.
This book is a must read for sales and marketing professionals and others who persuade for a living, including lawyers. With its coverage of foundational persuasion principles and its incorporation of the latest research, it has much to offer to any student of persuasion and influence. Even the experienced social scientist and persuader will find some new tips or techniques.
Mollie Marti, J.D., Ph.D.
Author, Sales: Powerful New Strategies for Sales Success
An edge on the competition.......2007-09-05
If you would like an extra edge on the competition, buy this book. I don't know all the tricks of the trade but I do want to understand the Science of Influence. After reading this book I changed several little things in my approach and the delivery of my presentation. The little things add up.
You might not know what you are doing to turn your clients against you. The Science of Influence will help you understand what you may be doing wrong. I now remove all negative influencers in all my interactions with my clients. The most powerful key in the book is learning that "no" can be turned into "yes". I know every sales trainer says that, but Kevin shows you the "how" and "why" a No can be turned into Yes. If you are in sales (and who doesn't use influence) you need all the education you can get. Kevin's book should be on your top shelf!
Book Description
Thank You for Arguing is your master class in the art of persuasion, taught by professors ranging from Bart Simpson to Winston Churchill. The time-tested secrets the book discloses include Cicero’s three-step strategy for moving an audience to actionÑas well as Honest Abe’s Shameless Trick of lowering an audience’s expectations by pretending to be unpolished. But it’s also replete with contemporary techniques such as politicians’ use of “code” language to appeal to specific groups and an eye-opening assortment of popular-culture dodges, including:
The Eddie Haskell Ploy
Eminem’s Rules of Decorum
The Belushi Paradigm
Stalin’s Timing Secret
The Yoda Technique
Whether you’re an inveterate lover of language books or just want to win a lot more anger-free arguments on the page, at the podium, or over a beer, Thank You for Arguing is for you. Written by one of today’s most popular online language mavens, it’s warm, witty, erudite, and truly enlightening. It not only teaches you how to recognize a paralipsis and a chiasmus when you hear them, but also how to wield such handy and persuasive weapons the next time you really, really want to get your own way.
Customer Reviews:
An Excellent Book for The Writer or Public Speaker.......2007-09-16
I would recommend this book to anyone who is interested in Public Speaking or persuasive writing. Heinrichs keeps his readers interested in everything he has to say through the use of real-world and pop culture references. Random bits of information in the margins keep every page interesting and well worth your time.
Good but a lot of information.......2007-07-30
This is a great book if you like the subject matter. But don't think you are going to walk away ready to put all this into practice in your next public address or debate with a recalcitrant teen. Keep in mind the author's subtle point that the book effectively represents a summary session on a discipline that is thousands of years old. Not that you won't have fun trying it out though.
Excellent read.......2007-07-13
This is an excellent work and I highly recommend it. I just completed a class in composition and rhetoric at college and this should have been the text book. It is funny but highly informational at the same time.
Remedial Rhetoric.......2007-07-04
I enjoyed the book so much that I signed up to received regular emails illustrating "figures" of speech, as they are used popular media. Jay Heinrichs presents the fundamentals of rhetorics in an unpretentious and transparent manner. A lot of information is presented, and I have come to regret, like Heinrichs, that rhetoric is not taught in schools. I would have benefited from having learned these concepts in grade school. Having been persuaded the power of these techniques, I did get a little bored with the ending, where he makes a case that a rhetorically-trained society would be a more democratic one. While I enjoyed the book tremendously, I didn't give it a "5" because I felt the production of the book was poor. I had to send back my first one because it was defective (missing 30 pages), and the layout of the pages looks like it was done by a high-schooler. Also, I thought the conclusion a bit anticlimactic.
Great introduction to persuasion.......2007-05-30
Jay has written a thoroughly enjoyable book that is not only informative, but funny. Many of the concepts Jay writes about I feel I was following naturally, but never saw written down so succinctly. It is good to know that other people enjoy the useful form of argument, the art of rhetoric, still. I feel that most people I meet these days shy away from a good old fashioned debate, just for the intellectual fun of it! My Italian wife was born and raised in this rhetorical way, and this book reminded me how lucky I am to be with someone who can argue, without fighting.
Book Description
Improve communication, resolve conflicts, and avoid the most common conversational disasters through simple, easily remembered strategies that deflect and redirect negative behaviour.
Verbal Judo is the martial art of the mind and mouth that can show you how to be better prepared in every verbal encounter. Listen and speak more effectively, engage people through empathy (the most powerful word in the English language), avoid the most common conversational disasters, and use proven strategies that allow you to successfully communicate your point of view and take the upper hand in most disputes.
Customer Reviews:
A must for anyone who deals with difficult people.......2007-08-15
I am an acoustical and systems design consultant, and prior to that have held jobs in sound contracting and public assembly facility technical operations for a total of approximately 25 years. As anybody who has worked in the entertainment, performing arts, hospitality, or religious world can attest, I come into contact with more than my fair share of difficult people and tense situations.
This book and the courses authorized or taught by its author were highly recommended to me approximately 15 years ago by a police lieutenant who gave a guest lecture in a criminology class I was taking in college. This same officer also mentioned the book at an in-house training event at the university sports/concert arena where I worked at the time. It is with no small amount of embarrassment that I must report that it took me until last year to "get around to" buying and reading this book. I certainly could have used its advice, even years before it was written!
Suffice it to say that Verbal Judo is the type of book that is enlightening upon the initial read-through, but whose true value only comes from steady effort to change one's behaviors from long-held bad habits. I believe learning would be far more effective with ongoing practice and coaching, just as with a physical martial art. However, until such a dojo opens its doors in my fair city, I shall have to make do with re-reading the book and discussing its application with others who have been similarly blessed by its wisdom.
Outstanding book and program.......2007-07-16
We are taught Verbal Judo in my line of work. It's an outstanding program. The book goes into how the program originated and explains it in detail. If you're into law enforcement, security or EMS this book should be mandatory reading.
A must read for all Law Enforcement........2007-06-19
I have heard the term "verbal judo" tossed around at work since first becoming a Deputy Sheriff with a metro Atlanta Sheriff's Office almost a year ago. For a few years verbal judo was taught to all new deputies but apparently our department let our certification lapse and as such when I joined it had ceased to be taught.
Well I want to be the best deputy that I can be and thus I went and ordered this book. I couldn't put it down! I carried it with me while I worked at the jail and read it in my office on my down time. In two days I finished the book and felt like I had a new weapon to add to my arsenal when dealing with people.
I liked the book so much, I actually loaned it to another deputy on my shift and like wise he couldn't put it down. Another deputy saw him reading the book, asked him where he got and she then proceed to track me down and ask if she could borrow the book next.
The books made me rethink all the altercations I have had at the jail and even in life. How I could have handle things better. As I prepare to go to academy in September and then shortly afterwards, the road, I feel that by taking the time to educate myself on this vital concept, I have greatly helped prepare myself for not only the road but for life itself.
THIS BOOK REALLY,REALLY, SUCKS!!!.......2007-06-06
THIS BOOK TITLE IS VERY MISLEADING..IT DOESN'T GIVE THE TYPE OF KNOWLEDGE IT IMPLIES..IF YOU WANT ANY TYPE OF SKILL, IN TERMS OF COMMUNICATION OR OTHERWISE, THE 48 LAWS OF POWER HAS IT! AS DOES ALL OF ROBERT GREENES OTHER BOOKS..THAT IS AN AUTHOR THAT DOESN'T FALSE ADVERTISE! HE TEACHES EXACTLY WHAT HE CLAIMS AND MUCH MORE!CHECK HIM OUT.THE ART OF SEDUCTION BY GREENE IS ALSO MUCH MORE HELPFUL IN VERBAL SITUATIONS, THOUGH NOT AS MUCH AS HIS OTHER TWO BOOKS.BUYING HIS THREE DEFINITELY WON'T DISAPPOINT
The 48 Laws of Power
Very good book.......2007-05-24
I found this book very interesting and useful.
I wish only not to forget to refresh verbal judo guidelines - I tend
to return to my old , not sophisticated ways of dealing with difficult people..
The idea of "Verbal Judo" makes all the ideas in this book memorable
and significant . Good attitude and wise form of presentation.
I really thank the author for this remarkable book
Customer Reviews:
Everyone needs this book!.......2007-09-19
Kevin Hogan is a great storyteller that makes something as complicated as Persuasion techniques seem easy. His humor and dedication to the reader in presenting the information manner that is easy to understand is greatly appreciated. I highly recommend this book to any one trying to gain a competitive edge. The section in the book explaining where to sit in a resturant is worth the price of the book alone! Priceless.
Buy this Master Guidebook for Your Library!.......2007-09-13
As an avid student of persuasion and influence, I'd say this is one of the more readable and comprehensive books on how to communicate with and influence others. It is complete, concise and well written. Kevin Hogan helps you stop thinking "magic" when it comes to persuasion and shows you the who, what, when, where, why and HOW.
If you are in an applied sales profession (entrepreneur, sales, marketing, attorney, etc.), use this book and you will see results in your business. If you simply want to learn how to better persuade and influence in all areas of your life (got kids?!), this book also will show you the way. Have fun as you read and apply to improve your life and relationships.
Mollie Marti, J.D., Ph.D.
Author, Selling: Powerful New Strategies for Sales Success
Great Information - Buy This Book.......2007-09-12
This book is a must read for anyone in sales - period
This is a very well written book. It is a great tool for anyone who makes a living by having to persuade and influence others. Kevin Hogan has a very simplified process with his "Paradigm of Persuasion" approach which is built on a win-win philosophy for both the seller and the customer.
I really like the detail and examples that the author has provided in this book. Dr. Hogan speaks to the "laws" of persuasion and various ethical persuasion techniques. He also describes in detail how non verbal communication and proxemics have a direct impact on the customer's buying decision criteria. This book also goes into great detail on building instant rapport with the customer and how to effectively communicate with the different personality styles.
This book is definitely one, that after you have read it, will become a reference book for years to come.
If you haven't got this book then you are missing out!.......2007-09-10
This book is where it all starts, fills in all the details others miss out and finishes all your curiosity about why and how to influence people.
The 9 laws of persuasion are real gems and can be easily and quickly be placed into any selling environment.
Reciprocity, Expectancy, Consistency the list is one in which you'll want to remember as you will rely on their information for many many years.
I can personally vouch that this book as well as other from Kevin Hogan has literally transformed my selling, my social interaction and career path.
I can not stress how much every person involved in persuading (every one) needs to own a copy of this master piece.
Gary May
Author: SELLING: Powerful New Strategies for Sales Success
[...]
Improve Your WHOLE Life!.......2007-09-03
I started reading Kevin Hogan to improve my work life, but ironically my WHOLE life got better. That's because Dr. Hogan is unique in his approach. Though he never uses the hackneyed phrase "holistic", he does change the whole person with his approach. Because his methods work EVERYWHERE...and because they are not manipulative in the usual sense, they are true win-win solutions! This book will make your life better! Kevin Hogan teaches the real secret to a happier life. Its that simple.
Books:
- 1491: New Revelations of the Americas Before Columbus
- 90 Minutes in Heaven: A True Story of Death & Life
- A Raisin in the Sun
- A Streetcar Named Desire
- A Summer of Faulkner: As I Lay Dying/The Sound and the Fury/Light in August (Oprah's Book Club)
- Alice's Adventures in Wonderland and Through the Looking Glass (Signet Classics)
- Anthem
- As I Lay Dying
- Blue Ocean Strategy: How to Create Uncontested Market Space and Make Competition Irrelevant
- Cannery Row
Books Index
Books Home
Recommended Books
- Economics of Regulation and Antitrust - 3rd Edition
- Work Wonders: Feed Your Dog Raw Meaty Bones
- The Good Nazi: The Life and Lies of Albert Speer
- The Seven Ages of Man's Best Friend: A Comprehensive Guide for Caring for Your Dog Through All the S
- The Secret
- Ways with Words: Language, Life and Work in Communities and Classrooms
- Tropical Nature: Life & Death in the Rain Forests of Central & South America
- Create Your Ultimate Resume, Portfolio, and Writing Samples: An Employment Guide for the Technical C
- The World's Easiest Pocket Guide to Buying Insurance
- The Boomer's Pocket Guide to an Early Retirement
General
| Business & Investing
| Subjects
| Books
Made to Stick: Why Some Ideas Survive and Others Die
What Got You Here Won't Get You There: How Successful People Become Even More Successful
Know-How: The 8 Skills That Separate People Who Perform from Those Who Don't
Campaigning for Hearts and Minds: How Emotional Appeals in Political Ads Work (Studies in Communication, Media, and Public Opinion)
The Political Brain: The Role of Emotion in Deciding the Fate of the Nation
