The Psychology of Persuasion: How To Persuade Others To Your Way Of Thinking Review

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The Psychology of Persuasion: How To Persuade Others To Your Way Of Thinking ReviewThe Psychology of Persuasion is written for the person who wants to influence others. Hogan reveals more communication and influence secrets in one book than you might expect possible. The phallic paradigm of persuasion begins with the concept of Win/Win (which the author clearly believes in and repeats over and over throughout the text) and finishes with some very complex and advanced persuasion techniques that are difficult to describe in a book review.
Having been in market research for seven years, I can tell you that his insights into what works and what doesn't is pretty accurate. I also learned a great deal I hadn't come across in my work with P&G.
Specifically, the section about power words is worth a great deal to a person running their own business or for a salesperson. (It's also nice to have this information as a mother of a teenager!)
The next information that is striking (and there are some basics in the book like building rapport, elementary sales tools, and the like that make this useful for beginners as well as those of us who use this material to make a living)is the detailed discussions about nonverbal communication and strategic movement. I've never seen discussions of strategic movement in any book and the body language components are mature and insightful. Everything seems well researched and ready for use.
Another very nice benefit of this book is the subject of collecting intelligence. It seems that most everyone in the influence and persuasion professions have ignored this element and Hogan pulls a rabbit out of his hat here. Using simple examples, he shows how to really gather useful intelligence whether you are a marketer with a big budget or a small business person.
The most exciting material is the second half of the book. Here Hogan describes advanced techniques of persuasion that, once again, I have never seen anyone discuss. What again seems like magic is described carefully and with a simple but scientific precision.
Appropriate to news events of the year 2001, brainwashing is discussed in detail in the book and in light of current events, these revelations should be read by all.
The Psychology of Persuasion is a fun read. It is written so that you can be more influential with your kids, your boss or your business dealings.
The only drawback of this book was that most of the stories are about small business people. Those of us in corporate America have to extrapolate how to use these one on one tools, or small group strategies to the much larger audience of America and Western Europe. Aside from that, there isn't anything to complain about.
This was a big win for me.The Psychology of Persuasion: How To Persuade Others To Your Way Of Thinking OverviewUsing techniques from hypnosis, neurolinguistic programming, the Bible, and the greatest salespeople in history, Hogan empowers you to improve all areas of your life.

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Successful Proposal Strategies for Small Businesses Review

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Successful Proposal Strategies for Small Businesses ReviewI can't say enough about this book. As someone intimately involved with the defense industry, it is an absolutely outstanding companion to business development, strategy, etc. It has applicability well beyond the small business realm, and has particularly outstanding insights into the proposal management process, far stronger material than provided in the Shipley materials.Successful Proposal Strategies for Small Businesses OverviewWinning new business presents significant challenges. The new, Fifth Edition of this perennial bestseller updates and expands upon previous editions. The result is the ultimate resource for small and mid-sized businesses, as well as non-profit organizations and public-sector agencies, looking to achieve effective, efficient, and disciplined business development, proposal development, and knowledge management (KM) processes that in turn support winning new business. This popular book and its companion CD-ROM are highly accessible, self-contained desktop references developed to be informative, highly practical, and easy to use. Among the extensive array of new material, the Fifth Edition covers how to establish an internal rapid-response task order proposal "engine" for GWACs and ID/Iqs, prepare for successful graduation from the U.S. Small Business Administration 8(a) Program, and succeed in the world of very small businesses.The CD-ROM included features useful proposal templates in Adobe Acrobat, platform-independent format; HTML pointers to Small Business Web Sites; a comprehensive, fully searchable listing Proposal and Contract Acronyms; and a sample architecture for a knowledge base or proposal library.

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High-Impact Public Speaking Review

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High-Impact Public Speaking ReviewAs a student and future business person, I found this book to be very helpful. Brooks's conversational way of writing is fun to read and easy to follow. He breaks public speaking down into four parts and gives suggestions for improving in each one. Brooks has learned good public speaking the hard way- through his own experiences- now he helps the reader learn them the easier way.High-Impact Public Speaking OverviewCommunications in all its forms pervades today's business environment. Yet most business people neglect one of the most direct avenues of promoting their products, services, or organizations--public speaking. Whether you avoid public speaking out of fear or lack of experience, "High Impact Public Speaking for Business and the Professions" can help you become a comfortable, proficient, and successful speechmaker. "High Impact Public Speaking" takes you step-by-step through the speech preparation process and introduces you to the various types of speeches you may be called upon to give, including informative speeches, persuasive speeches, keynote speeches, and eulogies. Among the topics covered are the following:
controlling stage fright
analyzing the speaking purpose and audience
researching the topic
organizing the speech
choosing effective language
mastering the verbal and nonverbal aspects of speech delivery
using visual aids
The book concludes with an appendix containing ten model speeches by such skilled orators as Lee Iacocca, Bishop Desmond Tutu, and former Senator Carol Mosely Braun.

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The Micro-Script Rules: It's not what people hear. It's what they repeat... Review

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The Micro-Script Rules: It's not what people hear. It's what they repeat... ReviewIn The Micro-Scripts Rules, Bill Schley identifies the salient point if you want to have a salient message--it has to tell a story, and it was to be in very few words. A well-designed message is memorable and repeatable--like a script, a "micro-script." Schley explores the public's fascination with messages that are so good they get repeated over and over again, and then he explains why. After dissecting what makes a winning Micro-Script, he also offers strategies for making effective ones of your own. This is a refreshing and readable book. Finally someone is talking about how you install an actual message into all this social media. Every communicator should read it.
The Micro-Script Rules: It's not what people hear. It's what they repeat... OverviewKnow how to make 5 words beat 5,000? Or tell your whole story in a sentence of less? For communicators now, it's critical. And the secret's in The Micro-Script Rules: It's not what people hear. It's what they repeat'
Call it survival of the simplest: That's the bottom line if you're in branding, politics, teaching, a business owner or advertiser-anyone who communicates in this hyper-connectedworld. Because with 300 billion messages going by each second, we can't break through by delivering more data. Human brains want less. They want to make snap judgments on the least bit of info. They want us to package it for them--in Micro-Scripts. That's why:
A new product seizes 50% of the market in two years using 7 perfect words. A lawyer won the murder trial of the century with 8 simple words.Ernest Hemingway thought his greatest story ever was 6 words long.The fate of millions was changed by a war, based on a 2 word policy.A presidential election turned on a 4 word phrase.
Imagine the power of magic words like these on your brand, your website, your business plan, your career. They're not just sound bites. They're story bites. Written the way we love to remember and repeat. Used by great communicators for 1,000 years. Now they're yours in a smart and entertaining book: The Micro-Script Rules.
'The Micro-Script Rules is dead on-it's how to verbalize a point of difference."--JACK TROUT, co-author of the legendary Positioning: The Battle for Your Mind
'The missing ingredient in most marketing is memorability'Micro-Scripts solve that problem." -- AL RIES, co-author of the legendary Positioning: The Battle for Your Mind
'As Bill Schley shows, Micro-Scripts are big marketing. Now, anyone can dominate a market with a few well-placed words. Especially you. So what are you waiting for?"-- DAVID MEERMAN SCOTT, bestselling author, The New Rules of Marketing & PR
'This should be required reading for every candidate and campaign consultant."--JIM KITCHENS, Ph. D., President of The Kitchens Group
'WOW, one of the most important books you will read in your lifetime!" --JASON JENNINGS, bestselling author, Less is More, Think BIG-Act Small--This text refers to the Paperback edition.

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Words That Work: It's Not What You Say, It's What People Hear Review

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Words That Work: It's Not What You Say, It's What People Hear ReviewThe world's best message is ineffective if the person on the receiving end does not understand or relate to it.
It is a harsh standard. It is a message communicators ignore at their own peril. You can be brilliant, creative, even right, but your message will fall flat unless it touches the hearer's prism of experience, beliefs, preconceptions and prejudices.
In Words that Work: It's Not What You Say, It's What People Hear, Frank Luntz offers insights into finding and using the right words to achieve your goals. The key to communication is to place yourself in the listener's situation and understand his or her deepest thoughts and beliefs. What the listener perceives constitutes the listener's reality.
Based on his experience as a political and corporate pollster he recommends 11 rules for effective communication:
1.Use small words.
2.Use short sentences.
3.Credibility is as important as philosophy.
4.Consistency matters.
5.Novelty: offer something new.
6.Sound and texture matter.
7.Speak aspirationally.
8.Visualize.
9.Ask a question.
10.Provide context and explain relevance.
11.Visual imagery matters.
Luntz does not stop there. In addition to an insightful discussion complete with illustrations from his professional experience of the 11 rules, he adds critical elaboration:
1.Never assume knowledge or awareness.
2.Get the order right.
3.Gender can obstruct understanding.
4.It's about the children.
5.How you define determines how you are received.
If communicating is important to you, and who does not need to, then time spent reading Frank Luntz's book will be well spent. We are all subject to the power of language. Words spell the difference between success and failure. The right words grant you an edge. The author says it all in his subtitle, "It's not what you say--it's what people hear."
Words That Work: It's Not What You Say, It's What People Hear Overview

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The Power Presenter: Technique, Style, and Strategy from America's Top Speaking Coach Review

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The Power Presenter: Technique, Style, and Strategy from America's Top Speaking Coach ReviewJerry Weissman breaks through a powerful myth about public speaking and offers an appealing alternative right at the start of this book. I'll rephrase it for you: Public speaking should not be required to mimic what a Broadway actor does on his or her day off!
This is really important for the many businesspeople who speak and have been browbeaten by well-meaning but ill-informed coaches to think that they need to summon up their Inner Thespian just to make an acceptable speech. They don't. I was once a speech coach and I was on the side of Weissman's philosophy. Namely, that a speech is not necessarily a Tony-Award-winning performance; but it _is_ a _conversation_ with your audience.
Drama ain't for everyone. But clear, connected, and ideally compelling communication is.
There's lots more in this book besides that stress-relieving idea, but it alone will make it worth your reading, especially if you are a man or woman in business. Here is why: Many people successful in business have already learned how to listen and how to speak persuasively, long before they needed to get in front of an audience. (Not all, but many.) That everyday persuasion skill is relatively easy to extend and expand on the platform, compared to the much more demanding (and often awkward) skill set that needs to be mastered from the dramatic arts.
I know a number of people in the professional speaking community and a number of coaches. One other good thing Weissman does that I haven't seen anyone else in his field do nearly as well or as thoroughly is, he meticulously researches and presents examples from famous people familiar to the reader (one chapter: Winston Churchill, JFK, Martin Luther King, Billy Graham, Ronald Reagan, Barack Obama) and shows someone who has no mastery of oratorical skills, and no desire to have it, how to apply some lessons from the greats in their own presentations.
I've been speaking in front of groups professionally since 1987. I know from experience (not just as a coach, but as a speaker) that it makes a huge difference to have a model and approach that lets you be yourself in front of a group while still being interesting and worthwhile for your audience. This book gives you many tips and techniques to get you there.The Power Presenter: Technique, Style, and Strategy from America's Top Speaking Coach OverviewLearn the successful presentation techniques used in over 500 IPO road shows and featured in The Wall Street Journal and Fast Company.
Jerry Weissman is the presentations coach to Microsoft, Cisco Systems, and many of America's top executives, including founding Yahoo CEO Tim Koogle, Intuit founder Scott Cook, Netflix founder and CEO Reed Hastings, and many others. The San Jose Mercury News says that Weissman's IPO presentation coaching "is worth 10% on a company stock." Learn why your body language and voice are more important than your words, how to present with poise and confidence naturally, and how to connect with any audience emotionally. Filled with illustrative case studies of Barack Obama, Ronald Reagan, George W. Bush, John F. Kennedy, and many others, The Power Presenter will bring out the best in anyone who has to stand and deliver.
Readers of The Power Presenter will have access to video clips referenced in the book.

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You Say More Than You Think: Use the New Body Language to Get What You Want, the 7-day Plan Review

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You Say More Than You Think: Use the New Body Language to Get What You Want, the 7-day Plan ReviewThis book rocks with it's content and what it's teaching. I learned how to norm my boss and already asked for some great stuff! I love that. The Head, Shoulders, Knees and Toes idea is great. She really breaks it down pretty well.
The BIG downside is she seems to have little respect for the readers time and finances. The first chapter says you need about 2 hours a day, for 7 days. I thought that was doable. But what I didn't expect was all the crazy suggestions: Buy a Nintendo, Go Skydiving, Sign up for Belly Dancing Lessons, Sign up for Salsa dancing, etc... Also if you were going to do this in 7 days and go to work, how would you get into any of the classes for find the time to go skydiving all within your "7 day makeover/"
She also mixes it up with home alone exercises and wome work out in public. I thought it would be more observation inside and out. But it requires: Staring at a painting at a museum for 30 Minutes for example... this takes at least an hour and I'm supposed to read and do 2-3 more exercises? Get a friend to come over and rollplay while you videotape, this one would take at least an hour... SO I find it's just not realisic or well thought out so I find that frusterating.
Bottom Line though, the content is good, just don't expect to be able to do her exercises the way she suggests unless you have a lot of extra cash and tons of free time...Oh and a video camera and friends that are available at the drop of a hat.You Say More Than You Think: Use the New Body Language to Get What You Want, the 7-day Plan OverviewNow You're Talking!Do you want to be bulletproof at work, secure in your relationship, and content in your own skin? If so, it's more important than ever to be aware of what your body is saying to the outside world. Unfortunately, most of what you've heard from other body language experts is wrong, and, as a result, your actions may be hurting, not helping, you. With sass and a keen eye, media favorite Janine Driver teaches you the skills she used every day to stay alive during her fifteen years as a body-language expert at the ATF. Janine's 7-day plan and her 7-second solutions teach you dozens of body language fixes to turn any interpersonal situation to your advantage. She reveals methods here that other experts refuse to share with the public, and she debunks major myths other experts swear are fact: Giving more eye contact is key when you're trying to impress someone. Not necessarily true. It's actually more important where you point your belly button. This small body shift communicates true interest more powerfully than constant eye contact.The "steeple" hand gesture will give you the upper hand during negotiations and business meetings. Wrong. Driver has seen this overbearing gesture backfire more often than not. Instead, she suggests two new steeples that give you power without making you seem overly aggressive: the Basketball Steeple and the A-OK Two-Fingered Steeple. Happy people command power and attention by smiling just before they meet new people. Studies have shown that people who do this are viewed as Beta Leaders. Alpha leaders smile once they shake your hand and hear your name. At a time when every advantage counts—and first impressions matter more than ever—this is the book to help you really get your message across.

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The Secret Language of Business: How to Read Anyone in 3 Seconds or Less Review

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The Secret Language of Business: How to Read Anyone in 3 Seconds or Less ReviewKH writing style is clear. He gives interesting examples and even throws in humor, occasionally. What he also is good at is marketing and hype. Consider that the first 15 reviews are all 5 stars. All unbiased and unsolicited I am sure. Aren't you?
Reality: the book is barely over 200 pages. It is suppose to be about nonverbal language in business, but the chapter starting on page 155 is about parenting, and there's little else of value to follow. A book on nonverbal behavior is full of illustrations and pictures, right? Nope,
not this book. It is 100% words. A book about the power of nonverbal signals doesn't use a single nonverbal signal itself, except for the cover--big eye, wide pupil--to get you to buy. That is what is most important, right?
Not one footnote. Want to read the study yourself? Doubt the correctness of his generalizations? Too bad for you. The only reference in the entire book is to an article on his website; however, the content posted is about a different topic. Specifically, he makes this huge claim that he has "made hundreds of thousands of dollars" by just choosing to sit on the right hand side of right-handers, and then references an unrelated article. Hummmm. Really believe all those 5 star reviews? Then buy this book.
If you want an alternative, I suggest Allen and Barbara
Pease's book, The Definitive Book of Body Language. It is full of illustrations and pictures, 400 pages, at the same price.
Best regards,
Michael
[...]The Secret Language of Business: How to Read Anyone in 3 Seconds or Less OverviewThe Secret Language of Business reveals the secrets of body language and nonverbal communication. Successful professionals need more than just good communication skills, you also need the ability to interpret the nonverbal signals that everyone displays. You'll learn how to master and manipulate your own body language, read the body language of others, and influence people through your new skills and perception. No matter what business you're in, this is a valuable guide to achieving more in life and business.

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