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Full Description
When it comes to persuasion, success can begin before you say a word.
'An instant classic.' Forbes
'Utterly fascinating.' Adam Grant, author of Originals and Give and Take
'Shockingly insightful.' Chip Heath, co-author of Switch and Made to Stick
NEW YORK TIMES BESTSELLER
In his global bestseller Influence, Professor Robert Cialdini transformed the way we think about the craft of persuasion. Now he offers revelatory new insights into the art of winning people over: it isn't just what we say or how we say it that counts, but also what goes on in the moments before we speak.
This is the world of 'pre-suasion', where subtle turns of phrase, seemingly insignificant visual cues, and apparently unimportant details of location can prime people to say 'yes' even before they are asked. And as Cialdini reveals, it's a world you can master. If you understand the tools of pre-suasion, you will better placed to win a debate, get support for an idea or cause, promote a campaign - even persuade yourself to do something you find difficult.
Drawing on the latest research, and packed with fascinating case studies, Pre-Suasion is a masterclass in enhancing your powers of influence.
'Mind-blowing.' Management Today
'Accessible and intellectually rigorous.' Books of the Year, The Times
'Fascinating, fluent and original.' Tim Harford, author of The Undercover Economist Strikes Back
Contents
i: Acknowledgments
ii: Author's Note
Part 1: PRE-SUASION: THE FRONTLOADING OF ATTENTION
1: PRE-SUASION: An Introduction
2: Privileged Moments
3: The Importance of Attention . . . Is Importance
4: What's Focal Is Casual
5: Commanders of Attention 1: The Attractors
6: Commanders of Attention 2: The Magnetizers
Part 2: PROCESSES: THE ROLE OF ASSOCIATION
7: The Primacy of Associations: I Link, Therefore I Think
8: Persuasive Georgraphies: All The Right Places, All the Right Traces
9: The Mechanics of Pre-Suasion: Causes, Constraints, and Correctives
Part 3: BEST PRACTICES: THE OPTIMIZATION OF PRE-SUASION
10: Six Main Roads to Change: Broad Boulevards as Smart Shortcuts
11: Unity 1: Being Together
12: Unity 2: Acting Together
13: Ethical Use: A Pre-Pre-Suasive Consideration
14: Post-Suasion: Aftereffects
iii: References
iv: Notes
v: Index
