Оглавление
Hesketh Philip. Persuade
Introduction: Our seven psychological ‘drivers’
1. Curiosity and the importance of having something to look forward to
2. Why keeping an open mind will help you to understand others
3. Using the ‘Bubble Reputation’ to improve how others see you
4. How fleeting attraction and perceived similarity can change ‘no’ to ‘yes’
5. The single most persuasive expression you can ever use
6. How to worm your way into a group's affections and influence them
7. The ‘chameleon effect’ and how to use body language to your advantage
8. How your behaviours dictate either successful long-term partnerships – Or relationships heading for disaster
9. Why persistence pays when asking for a favour
10. The power of belief and the ‘illusory correlation’
11. The anchor effect, the drive we have for ‘more’ and how to improve your negotiating skills
12. The seven things you need to know to improve your communication
13. The truth about money and motivation
Conclusion: Our seven psychological ‘drivers’ and the pursuit of happiness
Drivers 1, 2 and 3: The need to be loved, to be important and to belong
Drivers 4 and 5: The need to believe and the need for a balance of certainty and uncertainty
Driver 6: The need for ‘a place’
Driver 7: The need for growth and improvement
The top 50 questions for you to master influence and persuasion
About the author
Отрывок из книги
Philip Hesketh
But what's with this in-built desire to join social groups? In the animal kingdom the reason is easy to understand since it's mostly about survival. That's why wolves hunt in packs, birds fly together for safety and ants achieve more by working in unison.
.....
The results showed that the participants who had been thinking about the groups they belonged to felt the highest levels of meaning in life. Proof that belonging to a group provides meaning over and above the value of others or the help they can provide.
But why is this? Well, it's more than just bonding. It seems that people who really feel like they fit in with others report the highest levels of ‘meaningfulness’ in their lives. I guess this is why the followers of some religious sects often seem like they have been brainwashed. A deep-seated and unshakeable belief in something often manifests itself in the strangest behaviour.
.....
