Getting Your Way Every Day: Mastering the Lost Art of Pure Persuasion

304 Pages·2006·3.03 MB·English

by  Alan Axelrod

Getting Your Way
Every Day
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Getting Your Way
Every Day
Mastering the Lost Art of
Pure Persuasion
Alan Axelrod
AmericanManagementAssociation
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LibraryofCongressCataloging-in-PublicationData
Axelrod,Alan,1952–
Gettingyourwayeveryday:masteringthelostartofpurepersuasion/
AlanAxelrod.
p. cm.
Includesindex.
ISBN-10:0-8144-7335-0(pbk.)
ISBN-13:978-0-8144-7335-1(pbk.)
1. Persuasion(Psychology) 2. Rhetoric. 3. Influence(Psychology)
4. Businesscommunication I. Title.
BF637.P4A94 2007
153.8(cid:2)52—dc22
2006018487
(cid:2)2007AlanAxelrod
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PrintedintheUnitedStatesofAmerica.
Thispublicationmaynotbereproduced,storedinaretrieval
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Printingnumber
10 9 8 7 6 5 4 3 2 1
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For Anita,
who almost always gets her way every day.
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Contents
To the Reader 1
PART I GET READY TO WIN 3
Chapter 1 Profit from Ancient Wisdom 5
Chapter 2 Look for an Argument 10
Chapter 3 Lay It All Out 27
Chapter 4 Be Reasonable 47
Chapter 5 Be Ethical, Be Emotional 61
Chapter 6 Stay Out of the Palace of Fallacy 70
Chapter 7 Welcome to the House of Style 86
Chapter 8 Go Beyond Words 104
PART II MAKE YOUR CASE AND GET YOUR WAY 117
Chapter 9 Talk Yourself into the Job You Want 119
Chapter 10 Move Your Boss 142
Chapter 11 Inspire Your Staff 161
Chapter 12 Motivate Your Colleagues 184
Chapter 13 Win Your Customers 200
Chapter 14 Satisfy Your Customers 217
Chapter 15 Convince Your Customers 233
Chapter 16 Deal with Your Vendors 254
Chapter 17 Close with Your Investors and Lenders 267
Epilogue When Rhetoric Hits the Speed of Light 279
Index 283
vii
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Getting Your Way
Every Day
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