The Psychology of Persuasion: How To Persuade Others To Your Way Of Thinking

288 Pages·1996·3.19 MB·English

by  Kevin Hogan

J
PsTyhce ho ogy
of
Pe rsuast1o n

How to Persuade
Others to Your
Thinking
Wag of
KEVIN HOGAN --
PELICAN PUBLISHING COMPANY
Gretna 2004
Copyright © 1996
By Kevin Hogan
All rights reserved
First printing, May 1996 English edition in India, April 2003
Second printing, September 1998 Korean edition, May 2003
Third printing, May 2000 Fifth printing, August 2003
Polish edition, July 2000 Russian edition, August 2003
Spanish edition, December 2000 English edition in Malaysia, September 2003
Japanese edition, November 2001 Chinese complex character edition, May 2004
Fourth printing, May 2002 Sixth printing, August 2004
The word "Pelican" and the depiction of a pelican are trademarks
of Pelican Publishing Company, Inc., and are registered
in the U.S. Patent and Trademark Office.
Library of Congress Cataloging-in-Publication Data
Hogan, Kevin.
The psychology of persuasion : how to persuade others to your
way of thinking I Kevin Hogan.
p. em.
Includes bibliographical references.
ISBN 1-56554-146-4 (hardcover: alk. paper)
1. Persuasion (Psychology) 2. Influence (Psychology)
3. Interpersonal communication. 4. Interpersonal relations.
I. Title.
BF637.P4H64 1996
153.8'52-dc20 96-3423
CIP
Manufactured in the United States of America
Published by Pelican Publishing Company, Inc.
1000 Burmaster Street, Gretna, Louisiana 70053
To Katie and Jessica,
the loves of my life

Contents
Acknowledgments ...................................................................... 9
Introduction ............................................................................ 11
Part 1: Patterns of Persuasion
Chapter 1 The Power to Influence ................................ 19
Chapter 2 Outcome-Based Thinking ............................ 29
Chapter 3 Laws of Persuasion ........................................ 41
Chapter 4 Persuasion Techniques ................................ 65
Chapter 5 The Impact of Nonverbal
Communication ............................................ 95
Chapter 6 Intelligence: How to Get It,
How to Use It .............................................. 115
Chapter 7 Communication Styles:
Preparing the Message ................................ 137
Chapter 8 The Power Within You: How to
Achieve Mastery of Yourself and
Power with Other People .......................... 149
Chapter 9 Instant Rapport .......................................... 167
Chapter 10 Powerful Presentations Made Easy ............ 187
Chapter 11 Ask Until ...................................................... 199
Chapter 12 WIN/WIN .................................................... 215
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8 THE PSYCHOLOGY OF PERSUASION
Part II: Mastering Advanced Persuasion Techniques
Chapter 13 The Structure of Persuasion ...................... 221
Chapter 14 Master Persuader Part I .............................. 247
Chapter 15 Master Persuader Part II ............................ 259
Appendix A Ethics ................................................................ 267
Appendix B Brainwashing .................................................... 271
Glossary .................................................................................. 279
Bibliography .......................................................................... 283
Acknowledgments
Thank you to the tens of thousands of children who have lis
tened to me talk to them about the dangers of drugs and alco
hol and the benefits of a goal-oriented, positive life-style.
Thank you for the lessons in persuasion you have taught me.
Thank you to Harry and Carol Swicker and Dr. Charles
Hogan and his beautiful wife, Frances. Thank you for your love.
Thank you to Jessica Lynn Hogan for reminding me about
hugs and love.
Thank you to Katie Hogan for giving me Jessica to love.
Thank you for typing and editing this labor of love when we
could have been doing other things together. Thank you for
all your support.
Thank you to Pelican Publishing for having the confidence
in this project to make it a reality.
Thank you to the Grand Designer for giving us the great
purpose in life, to communicate with each other.
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