Jedi Master Of Persuasion
The book that I chose to read was a book that was introduced to me by a Gastroenterologist from whom I use to work for. He knew that I eventually wanted to be in sales and run my own business and he told me about this book in 2009. I ordered because not only did I look up to him but I like to know how people think. Being a man I loved going out to pick up girls but would often take a step back to see how one person would come off sleazy while someone who says the same thing comes off romantic. As I grew out of the PUA-Pick Up Artist phase I continued to be fascinated that one could read what people think or how they will act before they consciously do it. Not only will you help land a sale but it will also avoid conflict because you know how
…show more content…
to they will react before the action take place and in turn defuse the situation the best you can before things get out of hand. The book was written by three doctors, Noah Goldstein, Steve Martin, and Robert Cialdini (who has other books out), and have put years of research into different controlled testing groups over and over again until they have found conclusive evidence of what works to help benefit both parties.
For my thesis statement I think that this book will help others avoid conflict, and manage the skills for persuasion so that others can get what they want or avoid a conflict before it even happens.
1) How can inconveniencing your audience increase your persuasiveness? – The first chapter acts in a bit of reverse psychology as they use late night commercials as their study group. By simply saying: “Call now. Operators are waiting” rather than, “If operators are busy, please try again.” Is way more effective because when people think your demand is high they will work harder to get what your selling. I have kind of used this technique in the past where If I see a large group of people at a restaurant I will wait longer for the good food rather than taking the convenient lesser line at another restaurant down the road.
2) What shifts the bandwagon effect into another gear? - This chapter suggests that when you mention how other people in their position have made similar choices; this will push them into following the “herd”. I have used this before in selling cars when selling add-ons to that vehicle. It does work, as I was top accessory seller.
3) What common mistakes causes messages to self-destruct? - Here the author suggests that when you make people who do bad thing seem like the norm then you will push others to do bad. He talks about the Petrified Forest and you say that millions have taken wood out from this forest then it makes it seem like the norm and pushes other to misbehave. It correlates with the bandwagon theory. 4) What persuasion might backfire, how do you avoid the magnetic middle? –This really goes into how you give emotional messages when people do good things. Gold stars, smiley faces are some the things that come to mind sort of how teachers do for children when they are first learning.
5) When does offer and people more make them want less? – When sellers provide less choices for customers to choose from it will help them sell more. It’s nice to have choices when looking for jelly but people often get overwhelmed with the different kinds of strawberry jelly. If you cut the choices down it is easier for customer to make a decision, unless they know what they want already.
6) When does the bonus become an onus? – When giving free stuff away the authors suggest to put a value on the item. Other wise you are devaluing your item. This happens quite frequently when I do giveaways for my company. We get better feedback and more interested people if we put a value on the gift rather than not. This is a great strategy 7) How can a new superior product mean more sales of inferior one? – When forced with an option, a company will sell more products of the original if they add a more expensive superior quality next to it to show that there product is not as pricey. I agree with this move and have used it in the past. Instead of working to sell your product most of the work is taken out so that you are not selling the features but rather informing of the features for the price. 8) Does fear persuade or does it paralyze? – This has to be used properly. People will get a message if they are in fear then instinctively they will become attached to something, but if the fear is too great then they will become uncomfortable and back out. A great example is car sales- end of the year sales, come out and get yourself a new car before the sale ends is much better that Pontiac saying end of our year sales because we are going out of business. 9) What can chess teach us about making persuasive moves? – This chapter talks about chess great Bobby Fisher but that is about all the chess is included. The reality of the chapter is that when you do favors for someone then people will feel more obligated to return the favor and help you out. A neighbor lets you borrow a tool you are more likely to return the favor than if he did not. 10) Which office item can make your influence stick? – A simple post it note with a nice message written on it will be an effective we to have people respond to you and with more positivity. It is thought of, as genuine gesture to add a little hand written note and if you need feed back for you service a customer is more likely to give you one back in a timely manner and with raving results.
11) When should restaurant ditch their baskets of mints? – They found out that if a waitress or waiter gives a mint with before the check and second before the check is signed saying “here’s and extra mint for you” will increase the tip by 23% because it makes the customer feel special. Just like the last chapter if you make it seem like you are going out of you way to help someone the more likely they will return the favor and what a better way if your are the waitress/waiter than with a nice hefty tip. 12) What’s the pull of having no strings attached? – This chapter uses a bit of reverse psychology and wording to make it work. If you say: “If you do this, I will match it and do it too.” Your chances will grow 45% if you say: “I have already done this. Can you also do this?” instead. 13) Two favors behave like bread or like wine? – This one again is like lending you neighbor something because you owe them. The value grows higher in the giver’s memory than in the receiver’s memory. If the receiver returns the favor by saying how much it helped them out when the giver gave the first time will make the givers feelings feel more relieved.
14) How can one small step help your influence take a giant leap giant leap?
– This is a simple concept of if you get a small group to follow your lead or reason with you then you will have a better chance to get a larger group to follow you. Even if the second request toward the large group is more unreasonable.
15) How can you become a Jedi master of persuasion? – Learn from Luke Skywalker. “I know there’s still good in you!” or “There is strength in you. I can see it!” is a labeling technique in which if you label people to be a god person then they will turn out to be good. 16) How can a simple question distractingly increase support for you and your ideas? – The concept here is to make I a simple question as possible in order to make the customer think and to feel obligated to commit. In the study that they followed with was that they had a restaurant’s no-shows drop from a high 30% to a 10% from changed their vocabulary when taking reservations. The found that if you changed Please call if you have to cancel” to “Will you please call if you have to cancel?” it turns out that people feel obligated when they are asked the simple question and they provide the answer Yes! It makes them feel like they are already committed and that they cannot break that
commitment. 17) What is the active ingredient of lasting commitments? – They found out that if you can get the customer to fill our their own information rather than the employees that the customers feel that it is more of a commitment. This helps with cancelations too. They feel like they invested more of their personal time into it. 18) How can you fight consistently with consistency? – Most people and older people especially do not like change. If you want to persuade them you will have a better chance by backing their consistent decisions to where they are smart for making those decisions. In the car business this is especially true. Most of the time people stick with the same type of vehicle unless there is a big event that happened in their life. If you make them think that they reason that they bought the sedan rather than the coupe then you will be more likely to sell them the sedan again.
19) What persuasion Tip can you borrow from Benjamin Franklin? – We are creatures who like to help out others in need. If someone helps you out then you automatically think that you are a good person. Even if they think they are above you if you ask for help for a little favor then people will automatically think that it is for a good cause.
20) When can asking for a little go along way? – This is another one where asking for help triggers big benefits. Most panhandlers just ask for a little or pennies or what ever we can spare and then that will play out for more people to help out or donate because it is just a little bit. It all about volume. 21) Start low or Start high? Which will make people buy? – They use EBay in this scenario because if you start the bidding at a low price people will start biding wars against each other and you will end up selling for more than it is really worth because people want the satisfaction of winning rather than the actual price. 22) How can we show off what we know without being labeled a show-off? – We all know that if you have credentials the more you are look upon for know what you’re talking about. However, if you’re the one saying how great you are then you come off as a show-off. The best thing to do is to let others do your talking for you or have a nametag with the years of experience that you have served.
23) What 's the hidden danger of being the brightest person in the room? –Being the smartest person in the room causes others to feel inferior. 24) Who is the better persuader? Devil’s advocate for true dissenter? – While having a Devil’s advocate is normally not a good thing but when you have a true dissenter is great for having in meeting rooms for brainstorming and problem solving. 25) When can the right way be the wrong way? – This is a type of reverse psychology in which the people learn by seeing the incorrect way instead of the correct way. 26) What 's the best way to turn it weaknesses or strength? – It turns out that if you reveal a weakness upfront that people tend to trust you more on your strengths. It makes you look like you are actually human and that you are immortal. 27) Which faults unlock people 's vaults? – If you talk about a weakness or a fault it is better to choose one that has two sides. You can pick a negative and positive out of the statement “our home has little space”. However if you say that “our home is cozy and quaint”. Is way better. 28) When is it right to make that you were wrong? – They have studies that show that those are trusted more who accept the blame when things go wrong rather than passing the blame onto the an external force. Maybe this is why sport stars always take the blame for a loss when it is not their fault. 29) How can similarities make a difference? – People are naturally drawn to things that they can find similarities with. This is a great technique in sales in which salesmen almost look for anything to find similar ground.
30) When is your name your game? – Interestingly enough, people choose careers that are similar to their names. This means that if you name a product/service, you should custom the name towards your client. 31) What tips should we take from those who get them? – This is one is a great one. When you mirror and repeat what others builds more trust. As a matter of fact you can tell if someone is digging you by his or her body language. If you mirror them then move your self into a different position they will subconsciously follow your lead. Very fun way to know if you are connecting with someone or not 32) When can smile can make the world smile back? – Studies in this chapter show that if you have a fake smile you are not trusted versus a person with a genuine smile who is more trusted
33) When is a loser a winner? – Information that is known by you and only you, when shared, people think that they are having an inside tip and tend to trust you more. People who gamble always have someone that knows something or knows a tip. 34) What can you game from loss? – People tend to react and respond to things that will lose rather gain. Make customers seem like they already have it and that they could lose it. 35) Which single word will strengthen your persuasion attempts? - According to the book the word “because” strengthens your case, due to the fact that people subconsciously attach the word “because” to good reasoning. 36) When might asking for all the reasons be a mistake? – If you ask someone to name 10 good things about a Toyota compared to a Honda then people come up with 5, they will dislike Toyota compared to Honda. But if you just ask them to name 1 good thing about Toyota compared to Honda, they will like Toyota more. This is because it was a lot easier to come up with one, and so they automatically thought that Toyota is better.
37) How can the simplicity of a name make it more valuable? – KISS-Keep It Simple Stupid. Turnouts out that the easier the name is to pronounce the more compelling it is to people. 38) How can rhyme make your influence climb? - Sentences that rhyme seem to be more convincing. It is easier to remember and can be applied to trademarks, jingles, or mottos. “If the gloves don’t fit, you must acquit!” sounds more convincing than Not Guilty. 39) What can batting practice tell us about persuasion? – Potential customers tend to have a little more room for a Hot Tub if the seller says that sales have increased 500%. 40) How can you get a head start in the quest for loyalty? – People tend to have more loyalty if you hand out a frequent customer card with 10 empty slots with 2 punches rather than a card with 8 slots with no punches.
41) What can a box of crayons teach us about persuasion? - Apparently, people like names that are weird and requires some guessing just like crayon colors like “burnt sienna” because it provides moment that makes them feel good about the product and themselves. 42) How can you package your message to ensure it keeps going, and going, and going? – Packaging is important to the product so that people remember it. Like th energizer bunny- they remember that the battery keeps going and going…. 43) What object can persuade people to reflect on their values? - People steal less when surrounded by mirrors making them more moral. 44) That being said make your negotiations bad? – Don’t make negotiations when you’re sad. When you’re sad you tend to have bad judgment and end up with a bad deal. 45) What to make people believe everything they read? – Don’t get caught at the negotiation tables tired. Studies have shown that if you lack sleep or are distracted, you start to believe everything you read.
46) Are trimeth labs boosting your influence? – If you are on caffeine you tend to believe the messages being sent with a good reason to me true. 47) How can technology and impede persuasive progress? - Internet communications tends to be less persuasive because of the lack of rapport and mutual knowledge. 48) How do you get to yes in any language? – When you say, “This product can make you great!” In others countries it will read, “This product makes your friends happy!” 49) How can you avoid driving your cross- cultural influence into the rock? - When someone says a comment make a mental note of that and remind them what they said and they will generally stick to their original comments. 50) When is leading the call go to voicemail cause they hang out in your influence? – It is harder to read into the response so basically; leaving voicemails instead of talking face-to-face in some countries like Japan may hurt relationships.
Although the chapters tend to repeat themselves it makes it easy to follow. I really enjoyed this read because it was filled with short case studies and was an extremely easy/ fast read as the each chapter is no longer than 7 pages so you can put it down and easily pick up at a new chapter and not loose your place. What makes it nice about this book is that it is backed by scientific evidence for each chapter making it hard to really say that the conclusions are illogical. It really teaches more on wording and how to present you ideas. My favorite was chapter 31. I have tried this in the field and it actually works. If someone has their arms crossed that is a sign that they are distancing themselves form you. If you mirror them and cross your arms and after a while you choose a different position they will follow your lead and do the same thing; If they don’t - then mirror them for a bit longer and try again. It has worked for me in the past and I sit there astonished that it actually works so easily. The book also supports the Social Exchange Theory which states how people evaluate interpersonal relationships based on it 's value which involves the costs and rewards of the relationship (Cahn & Abigail, 2014)
After reading this book, my thesis statement was confirmed. By Reading body language, a persons signals and wording what you say just right make it easy to avoid conflict and persuade others into a certain direction. Overall this book had me consumed and I advise anyone who is in any kind of marketing, management, or sales. Since it is such an easy read it allows the reader to travel with it and absorb the points better. In the references it a link you can click on to get the whole book on PDF so that you can have it on you tablet of computer for a great read. Enjoy! References
Cahn, D. D., & Abigail, R. A. (2014). Managing Conflict Through Communication (5th ed., p. 34). Upper Saddle River, NJ: Pearson Education, Inc.
Goldstein, N. (2008) “Yes! 50 Scientifically Proven Ways to Be Persuasive.” New York: Free Press.
http://www.ayanetwork.com/aya/201011/Yes!,%2050%20Scientifically%20Proven%20Ways%20to%20Be%20Persuasive.pdf
to they will react before the action take place and in turn defuse the situation the best you can before things get out of hand. The book was written by three doctors, Noah Goldstein, Steve Martin, and Robert Cialdini (who has other books out), and have put years of research into different controlled testing groups over and over again until they have found conclusive evidence of what works to help benefit both parties.
For my thesis statement I think that this book will help others avoid conflict, and manage the skills for persuasion so that others can get what they want or avoid a conflict before it even happens.
1) How can inconveniencing your audience increase your persuasiveness? – The first chapter acts in a bit of reverse psychology as they use late night commercials as their study group. By simply saying: “Call now. Operators are waiting” rather than, “If operators are busy, please try again.” Is way more effective because when people think your demand is high they will work harder to get what your selling. I have kind of used this technique in the past where If I see a large group of people at a restaurant I will wait longer for the good food rather than taking the convenient lesser line at another restaurant down the road.
2) What shifts the bandwagon effect into another gear? - This chapter suggests that when you mention how other people in their position have made similar choices; this will push them into following the “herd”. I have used this before in selling cars when selling add-ons to that vehicle. It does work, as I was top accessory seller.
3) What common mistakes causes messages to self-destruct? - Here the author suggests that when you make people who do bad thing seem like the norm then you will push others to do bad. He talks about the Petrified Forest and you say that millions have taken wood out from this forest then it makes it seem like the norm and pushes other to misbehave. It correlates with the bandwagon theory. 4) What persuasion might backfire, how do you avoid the magnetic middle? –This really goes into how you give emotional messages when people do good things. Gold stars, smiley faces are some the things that come to mind sort of how teachers do for children when they are first learning.
5) When does offer and people more make them want less? – When sellers provide less choices for customers to choose from it will help them sell more. It’s nice to have choices when looking for jelly but people often get overwhelmed with the different kinds of strawberry jelly. If you cut the choices down it is easier for customer to make a decision, unless they know what they want already.
6) When does the bonus become an onus? – When giving free stuff away the authors suggest to put a value on the item. Other wise you are devaluing your item. This happens quite frequently when I do giveaways for my company. We get better feedback and more interested people if we put a value on the gift rather than not. This is a great strategy 7) How can a new superior product mean more sales of inferior one? – When forced with an option, a company will sell more products of the original if they add a more expensive superior quality next to it to show that there product is not as pricey. I agree with this move and have used it in the past. Instead of working to sell your product most of the work is taken out so that you are not selling the features but rather informing of the features for the price. 8) Does fear persuade or does it paralyze? – This has to be used properly. People will get a message if they are in fear then instinctively they will become attached to something, but if the fear is too great then they will become uncomfortable and back out. A great example is car sales- end of the year sales, come out and get yourself a new car before the sale ends is much better that Pontiac saying end of our year sales because we are going out of business. 9) What can chess teach us about making persuasive moves? – This chapter talks about chess great Bobby Fisher but that is about all the chess is included. The reality of the chapter is that when you do favors for someone then people will feel more obligated to return the favor and help you out. A neighbor lets you borrow a tool you are more likely to return the favor than if he did not. 10) Which office item can make your influence stick? – A simple post it note with a nice message written on it will be an effective we to have people respond to you and with more positivity. It is thought of, as genuine gesture to add a little hand written note and if you need feed back for you service a customer is more likely to give you one back in a timely manner and with raving results.
11) When should restaurant ditch their baskets of mints? – They found out that if a waitress or waiter gives a mint with before the check and second before the check is signed saying “here’s and extra mint for you” will increase the tip by 23% because it makes the customer feel special. Just like the last chapter if you make it seem like you are going out of you way to help someone the more likely they will return the favor and what a better way if your are the waitress/waiter than with a nice hefty tip. 12) What’s the pull of having no strings attached? – This chapter uses a bit of reverse psychology and wording to make it work. If you say: “If you do this, I will match it and do it too.” Your chances will grow 45% if you say: “I have already done this. Can you also do this?” instead. 13) Two favors behave like bread or like wine? – This one again is like lending you neighbor something because you owe them. The value grows higher in the giver’s memory than in the receiver’s memory. If the receiver returns the favor by saying how much it helped them out when the giver gave the first time will make the givers feelings feel more relieved.
14) How can one small step help your influence take a giant leap giant leap?
– This is a simple concept of if you get a small group to follow your lead or reason with you then you will have a better chance to get a larger group to follow you. Even if the second request toward the large group is more unreasonable.
15) How can you become a Jedi master of persuasion? – Learn from Luke Skywalker. “I know there’s still good in you!” or “There is strength in you. I can see it!” is a labeling technique in which if you label people to be a god person then they will turn out to be good. 16) How can a simple question distractingly increase support for you and your ideas? – The concept here is to make I a simple question as possible in order to make the customer think and to feel obligated to commit. In the study that they followed with was that they had a restaurant’s no-shows drop from a high 30% to a 10% from changed their vocabulary when taking reservations. The found that if you changed Please call if you have to cancel” to “Will you please call if you have to cancel?” it turns out that people feel obligated when they are asked the simple question and they provide the answer Yes! It makes them feel like they are already committed and that they cannot break that
commitment. 17) What is the active ingredient of lasting commitments? – They found out that if you can get the customer to fill our their own information rather than the employees that the customers feel that it is more of a commitment. This helps with cancelations too. They feel like they invested more of their personal time into it. 18) How can you fight consistently with consistency? – Most people and older people especially do not like change. If you want to persuade them you will have a better chance by backing their consistent decisions to where they are smart for making those decisions. In the car business this is especially true. Most of the time people stick with the same type of vehicle unless there is a big event that happened in their life. If you make them think that they reason that they bought the sedan rather than the coupe then you will be more likely to sell them the sedan again.
19) What persuasion Tip can you borrow from Benjamin Franklin? – We are creatures who like to help out others in need. If someone helps you out then you automatically think that you are a good person. Even if they think they are above you if you ask for help for a little favor then people will automatically think that it is for a good cause.
20) When can asking for a little go along way? – This is another one where asking for help triggers big benefits. Most panhandlers just ask for a little or pennies or what ever we can spare and then that will play out for more people to help out or donate because it is just a little bit. It all about volume. 21) Start low or Start high? Which will make people buy? – They use EBay in this scenario because if you start the bidding at a low price people will start biding wars against each other and you will end up selling for more than it is really worth because people want the satisfaction of winning rather than the actual price. 22) How can we show off what we know without being labeled a show-off? – We all know that if you have credentials the more you are look upon for know what you’re talking about. However, if you’re the one saying how great you are then you come off as a show-off. The best thing to do is to let others do your talking for you or have a nametag with the years of experience that you have served.
23) What 's the hidden danger of being the brightest person in the room? –Being the smartest person in the room causes others to feel inferior. 24) Who is the better persuader? Devil’s advocate for true dissenter? – While having a Devil’s advocate is normally not a good thing but when you have a true dissenter is great for having in meeting rooms for brainstorming and problem solving. 25) When can the right way be the wrong way? – This is a type of reverse psychology in which the people learn by seeing the incorrect way instead of the correct way. 26) What 's the best way to turn it weaknesses or strength? – It turns out that if you reveal a weakness upfront that people tend to trust you more on your strengths. It makes you look like you are actually human and that you are immortal. 27) Which faults unlock people 's vaults? – If you talk about a weakness or a fault it is better to choose one that has two sides. You can pick a negative and positive out of the statement “our home has little space”. However if you say that “our home is cozy and quaint”. Is way better. 28) When is it right to make that you were wrong? – They have studies that show that those are trusted more who accept the blame when things go wrong rather than passing the blame onto the an external force. Maybe this is why sport stars always take the blame for a loss when it is not their fault. 29) How can similarities make a difference? – People are naturally drawn to things that they can find similarities with. This is a great technique in sales in which salesmen almost look for anything to find similar ground.
30) When is your name your game? – Interestingly enough, people choose careers that are similar to their names. This means that if you name a product/service, you should custom the name towards your client. 31) What tips should we take from those who get them? – This is one is a great one. When you mirror and repeat what others builds more trust. As a matter of fact you can tell if someone is digging you by his or her body language. If you mirror them then move your self into a different position they will subconsciously follow your lead. Very fun way to know if you are connecting with someone or not 32) When can smile can make the world smile back? – Studies in this chapter show that if you have a fake smile you are not trusted versus a person with a genuine smile who is more trusted
33) When is a loser a winner? – Information that is known by you and only you, when shared, people think that they are having an inside tip and tend to trust you more. People who gamble always have someone that knows something or knows a tip. 34) What can you game from loss? – People tend to react and respond to things that will lose rather gain. Make customers seem like they already have it and that they could lose it. 35) Which single word will strengthen your persuasion attempts? - According to the book the word “because” strengthens your case, due to the fact that people subconsciously attach the word “because” to good reasoning. 36) When might asking for all the reasons be a mistake? – If you ask someone to name 10 good things about a Toyota compared to a Honda then people come up with 5, they will dislike Toyota compared to Honda. But if you just ask them to name 1 good thing about Toyota compared to Honda, they will like Toyota more. This is because it was a lot easier to come up with one, and so they automatically thought that Toyota is better.
37) How can the simplicity of a name make it more valuable? – KISS-Keep It Simple Stupid. Turnouts out that the easier the name is to pronounce the more compelling it is to people. 38) How can rhyme make your influence climb? - Sentences that rhyme seem to be more convincing. It is easier to remember and can be applied to trademarks, jingles, or mottos. “If the gloves don’t fit, you must acquit!” sounds more convincing than Not Guilty. 39) What can batting practice tell us about persuasion? – Potential customers tend to have a little more room for a Hot Tub if the seller says that sales have increased 500%. 40) How can you get a head start in the quest for loyalty? – People tend to have more loyalty if you hand out a frequent customer card with 10 empty slots with 2 punches rather than a card with 8 slots with no punches.
41) What can a box of crayons teach us about persuasion? - Apparently, people like names that are weird and requires some guessing just like crayon colors like “burnt sienna” because it provides moment that makes them feel good about the product and themselves. 42) How can you package your message to ensure it keeps going, and going, and going? – Packaging is important to the product so that people remember it. Like th energizer bunny- they remember that the battery keeps going and going…. 43) What object can persuade people to reflect on their values? - People steal less when surrounded by mirrors making them more moral. 44) That being said make your negotiations bad? – Don’t make negotiations when you’re sad. When you’re sad you tend to have bad judgment and end up with a bad deal. 45) What to make people believe everything they read? – Don’t get caught at the negotiation tables tired. Studies have shown that if you lack sleep or are distracted, you start to believe everything you read.
46) Are trimeth labs boosting your influence? – If you are on caffeine you tend to believe the messages being sent with a good reason to me true. 47) How can technology and impede persuasive progress? - Internet communications tends to be less persuasive because of the lack of rapport and mutual knowledge. 48) How do you get to yes in any language? – When you say, “This product can make you great!” In others countries it will read, “This product makes your friends happy!” 49) How can you avoid driving your cross- cultural influence into the rock? - When someone says a comment make a mental note of that and remind them what they said and they will generally stick to their original comments. 50) When is leading the call go to voicemail cause they hang out in your influence? – It is harder to read into the response so basically; leaving voicemails instead of talking face-to-face in some countries like Japan may hurt relationships.
Although the chapters tend to repeat themselves it makes it easy to follow. I really enjoyed this read because it was filled with short case studies and was an extremely easy/ fast read as the each chapter is no longer than 7 pages so you can put it down and easily pick up at a new chapter and not loose your place. What makes it nice about this book is that it is backed by scientific evidence for each chapter making it hard to really say that the conclusions are illogical. It really teaches more on wording and how to present you ideas. My favorite was chapter 31. I have tried this in the field and it actually works. If someone has their arms crossed that is a sign that they are distancing themselves form you. If you mirror them and cross your arms and after a while you choose a different position they will follow your lead and do the same thing; If they don’t - then mirror them for a bit longer and try again. It has worked for me in the past and I sit there astonished that it actually works so easily. The book also supports the Social Exchange Theory which states how people evaluate interpersonal relationships based on it 's value which involves the costs and rewards of the relationship (Cahn & Abigail, 2014)
After reading this book, my thesis statement was confirmed. By Reading body language, a persons signals and wording what you say just right make it easy to avoid conflict and persuade others into a certain direction. Overall this book had me consumed and I advise anyone who is in any kind of marketing, management, or sales. Since it is such an easy read it allows the reader to travel with it and absorb the points better. In the references it a link you can click on to get the whole book on PDF so that you can have it on you tablet of computer for a great read. Enjoy! References
Cahn, D. D., & Abigail, R. A. (2014). Managing Conflict Through Communication (5th ed., p. 34). Upper Saddle River, NJ: Pearson Education, Inc.
Goldstein, N. (2008) “Yes! 50 Scientifically Proven Ways to Be Persuasive.” New York: Free Press.
http://www.ayanetwork.com/aya/201011/Yes!,%2050%20Scientifically%20Proven%20Ways%20to%20Be%20Persuasive.pdf