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The Laws of Charisma: How to Captivate, Inspire, and Influence for Maximum Success PDF

225 Pages·2010·0.91 MB·English
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THE LAWS OF CHARISMA This page intentionally left blank THE LAWS OF CHARISMA How to Captivate, Inspire, and Influence for Maximum Success Kurt W. Mortensen AMERICAN MANAGEMENT ASSOCIATION New York • Atlanta • Brussels • Chicago • Mexico City • San Francisco Shanghai • Tokyo • Toronto • Washington, D.C. Bulkdiscountsavailable.Fordetailsvisit: www.amacombooks.org/go/specialsales Orcontactspecialsales: Phone:800-250-5308 Email:[email protected] ViewalltheAmacomtitlesat:www.amacombooks.org Thispublicationisdesignedtoprovideaccurateandauthoritative informationinregardtothesubjectmattercovered.Itissoldwith theunderstandingthatthepublisherisnotengagedinrendering legal,accounting,orotherprofessionalservice.Iflegaladviceor otherexpertassistanceisrequired,theservicesofacompetent professionalpersonshouldbesought. LibraryofCongressCataloging-in-PublicationData Mortensen,KurtW. Thelawsofcharisma:howtocaptivate,inspire,andinfluenceformaximum success/KurtW.Mortensen. p. cm. Includesbibliographicalreferencesandindex. ISBN-13:978-0-8144-1591-7 ISBN-10:0-8144-1591-1 1.Charisma(Personalitytrait) 2.Success. I.Title. BF698.35.C45M672010 158.2—dc22 2010010063 (cid:2)2011KurtW.Mortensen. Allrightsreserved. PrintedintheUnitedStatesofAmerica. Thispublicationmaynotbereproduced,storedinaretrievalsystem,ortransmitted inwholeorinpart,inanyformorbyanymeans,electronic,mechanical, photocopying,recording,orotherwise,withoutthepriorwrittenpermissionof Amacom,adivisionofAmericanManagementAssociation,1601Broadway,New York,NY10019 AboutAMA AmericanManagementAssociation(www.amanet.org)isaworldleaderintalent development,advancingtheskillsofindividualstodrivebusinesssuccess.Our missionistosupportthegoalsofindividualsandorganizationsthroughacomplete rangeofproductsandservices,includingclassroomandvirtualseminars,webcasts, webinars,podcasts,conferences,corporateandgovernmentsolutions,businessbooks andresearch.AMA’sapproachtoimprovingperformancecombinesexperiential learning—learningthroughdoing—withopportunitiesforongoingprofessional growthateverystepofone’scareerjourney. Printingnumber 10 9 8 7 6 5 4 3 2 1 CONTENTS Acknowledgments ix Introduction 1 SECTION ONE PRESENCE: WHAT DO YOU RADIATE? Chapter1 PASSION: TheTransferofPureEnergy 13 Chapter2 CONFIDENCE: ConvictionIsContagious 17 Chapter3 CONGRUENCE: ActionsVersusIntention 22 Chapter4 OPTIMISM: AdjustAttitudes 26 Chapter5 POSITIVE POWER: ForceIsNotCharisma 30 Chapter6 ENERGY AND BALANCE: VibrantWell-Being 35 Chapter7 HUMOR AND HAPPINESS: ItComesfromWithin 40 v vi CONTENTS SECTION TWO CORE QUALITIES: THE INSIDE DICTATES THE OUTSIDE Chapter8 SELF-DISCIPLINE: WillpowerEqualsCommitment 47 Chapter9 COMPETENCE: WhatYouDon’tKnowWillHurtYou 51 Chapter10 INTUITION: FollowYourInstinct 55 Chapter11 PURPOSE: TappingintoUnlimitedDrive 60 Chapter12 INTEGRITY: CharacterCounts 64 Chapter13 COURAGE: StandUpandBeCounted 68 Chapter14 CREATIVITY: TapYourImagination 73 Chapter15 FOCUS: ActivityDoesNotEqualAccomplishment 77 SECTION THREE DELIVERY AND COMMUNICATION: SPEAK WITH CONVICTION Chapter16 PRESENTATION SKILLS: Educate,Inspire,andEntertain 85 Chapter17 PEOPLE SKILLS: DoTheyReallyLikeYou? 90 Chapter18 INFLUENCE: HelpOthersPersuadeThemselves 94 Chapter19 STORYTELLING: CreatetheImage 98 CONTENTS vii Chapter20 EYE CONTACT: ConversingWithoutSpeaking 102 Chapter21 LISTENING: SayWhat? 106 Chapter22 RAPPORT: TheInstantConnection 110 SECTION FOUR EMPOWERING OTHERS: CONTAGIOUS COOPERATION Chapter23 INSPIRATION: StrengthenandEnergize 117 Chapter24 ESTEEM: UnderstandtheEgo 122 Chapter25 CREDIBILITY: RealityVersusPerception 126 Chapter26 MOTIVATION: LightTheirFire 130 Chapter27 GOODWILL: CharityandCompassion 134 Chapter28 VISION: SeeIt,TasteIt,TouchIt,FeelIt 138 Chapter29 EMPATHY: CompassionCreatesFriendship 142 Chapter30 RESPECT: GiveIttoGetIt 146 SECTION FIVE SUBCONSCIOUS TRIGGERS: IT JUST FEELS RIGHT—OR WRONG Chapter31 VERBAL PRESENTATION: ItIsHowYouSayIt 155 viii CONTENTS Chapter32 NONVERBAL COMMUNICATION: GesturesTrumpWords 160 Chapter33 EMOTIONAL STATES: UnderstandingFeelingsandMoods 166 Chapter34 PHYSICAL APPEARANCE: JudgeNot(Yeah,Right!) 171 Chapter35 HOW YOU REPEL PEOPLE: Don’tDriveThemAway 175 Conclusion 179 What’sNext? 181 Research 183 Index 203 ACKNOWLEDGMENTS My grateful acknowledgments go out to all the people who helped makeLawsofCharismaareality. I want to express my love and appreciation to my loving wife Denitaandtomychildren(Brooke,Mitchell,Bailey,andMadison), fortheirloveandsupportthroughoutthisproject. I especially want to express special sweeping thanks to all my customersandclientswhomadethisresearchpossible. Iappreciateallmycolleagues,parents,friends,teachers,exam- ples,andassociateswhohelpedmealongtheway. ix

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