Research Paper (postgraduate) from the year 2013 in the subject Business economics - Business Management, Corporate Governance, Universidad de Oriente in Santiago de Cuba, language: English, abstract: The ability to influence and persuade others at work has become an increasingly important managerial skill to achieve work goals and objectives to drive businesses forward in today’s demanding and competitive work environments.This paper investigates and provides a deeper understanding of what positive effects knowledge and application of the concepts of influencing amd persuasion can have on managers, the people they manage and the organisations they work for. The results show that the performance of managers is positively influenced by how they influence and persuade people at work. The outcome of a literature review suggests that there is no conclusive evidence of what makes an effective manager at work that is good at influencing and persuading others. Outputs from face to face and a focus group meeting with final year social psychology students from the Universidad de Oriene in Santiago de Cuba closed this gap by suggesting an effective influencing and persuasion skills set that, when applied appropriately, could guide managers how to influence and persuade others successfully.The outcome of this research is applicable and relevant to managers in any working environment such as Telecommuncations, Utilities, Banking or Automotive. The proposed skills set of what makes an effective influencing and persuading manager at work can be applied globally although the prevailing cultural diversities in different countries should be considered. Keywords: Influencing, persuading, attitudes, work performance, managing people Authors: 1,2Eddie Fisher and Yorkys Santana Gonzalez1 1Faculty of Social Sciences, Universidad de Oriente, Santiago de Cuba, Cuba 2Univerzita Palackeho, Olomouc, Czech Republic Correspondence: Prof Eddie Fisher, 8 Kendal, Swindon, Wiltshire, SN5 8HW, United Kingdom Tel: +44-1793-490423. E-mail: eddie.fisher9@btinternet.com

" What You Will Learn This book is going to teach you everything that you need to know about the art of persuasion. You will learn about the basic psychological principles to use as you try to persuade, as well as the basic elements that must come together including timing, your facial expressions and body language, the tone of your voice, and more. Then, you will learn many of the leading techniques of persuasion that will help you get what you want out of life. A bonus skill that you will learn in this book is the art of negotiation. Sometimes, even the most persuasive person can have difficulty with a particular stubborn person. If your persuasive tactic falls apart for any particular reason, you will find it very useful to have the skill of negotiation under your belt. Negotiation can be used whenever your persuasion falls through, with the goal of finding a middle ground that suits both parties. This book will teach you how to negotiate so that things lean toward your favor, though the other person will still see it as a win. Negotiation can also help to make your life more peaceful and help you reap the rewards that you deserve from life. Now that you know what is ahead of you, it is time to take the first step on your journey to learning the incredible art of persuasion. You will find that reading this book is the first step of many that you will take on your path to change your life. Best of luck as you continue onward on your journey to persuasiveness! "

What You Will LearnThis book is going to teach you everything that you need to know about the art of persuasion. You will learn about the basic psychological principles to use as you try to persuade, as well as the basic elements that must come together including timing, your facial expressions and body language, the tone of your voice, and more. Then, you will learn many of the leading techniques of persuasion that will help you get what you want out of life. A bonus skill that you will learn in this book is the art of negotiation. Sometimes, even the most persuasive person can have difficulty with a particular stubborn person. If your persuasive tactic falls apart for any particular reason, you will find it very useful to have the skill of negotiation under your belt. Negotiation can be used whenever your persuasion falls through, with the goal of finding a middle ground that suits both parties. This book will teach you how to negotiate so that things lean toward your favor, though the other person will still see it as a win. Negotiation can also help to make your life more peaceful and help you reap the rewards that you deserve from life.Now that you know what is ahead of you, it is time to take the first step on your journey to learning the incredible art of persuasion. You will find that reading this book is the first step of many that you will take on your path to change your life. Best of luck as you continue onward on your journey to persuasiveness!

Transform your ability to persuade and negotiate with this practical new resource In Persuade: The 4-Step Process to Influence People and Decisions, accomplished sales, negotiation, and influence experts Andres Lares, Jeff Cochran, and Shaun Digan PhD deliver a concise and insightful take on how to transform your ability to persuade others regardless of the setting. In this important book you'll discover: Original research and scientific studies shedding light on the human decision-making processes that drive success and failure in virtually all interactions Real world examples and practical exercises to illustrate and practice the concepts discussed A fun yet rigorous approach of a complex subject that can be practically applied in any business situation Persuade is perfect for executives, managers, entrepreneurs, and other business leaders and will earn a place in the libraries of any professional who negotiates or influences on a regular basis. It is an invaluable resource for anyone seeking to improve their persuasion or deal-making abilities.

Wouldn't it be great if you could always get people to see things your way? Now you can. You won't go far in business if you can't bring people round to your way of thinking. Some people find it easy; the rest of us just need a little help. How to Persuade and Influence People reveals some of the most powerful influencing and persuasion techniques known to man. This enhanced second edition contains new tools, new research, new case studies and plenty of practical exercises to help you: Find the perfect way to win people over Become an amazing negotiator Overcome objections Appreciate and understand the other person's standpoint Understand why people buy what they buy Ensure people remember you and what you want Build long-term trust and credibility Philip Hesketh is a full-time international business speaker on the psychology of persuasion. Thousands of people have benefited from his advice. In this book, he maps out countless simple and memorable persuasion techniques that can be applied to a whole range of life's challenges. It's up to you to use them. How to Persuade and Influence People is a completely revised and updated edition of Life's a Game So Fix The Odds.

The foundational and wildly popular go-to resource for influence and persuasion—a renowned international bestseller, with over 5 million copies sold—now revised adding: new research, new insights, new examples, and online applications. In the new edition of this highly acclaimed bestseller, Robert Cialdini—New York Times bestselling author of Pre-Suasion and the seminal expert in the fields of influence and persuasion—explains the psychology of why people say yes and how to apply these insights ethically in business and everyday settings. Using memorable stories and relatable examples, Cialdini makes this crucially important subject surprisingly easy. With Cialdini as a guide, you don’t have to be a scientist to learn how to use this science. You’ll learn Cialdini’s Universal Principles of Influence, including new research and new uses so you can become an even more skilled persuader—and just as importantly, you’ll learn how to defend yourself against unethical influence attempts. You may think you know these principles, but without understanding their intricacies, you may be ceding their power to someone else. Cialdini’s Principles of Persuasion: Reciprocation Commitment and Consistency Social Proof Liking Authority Scarcity Unity, the newest principle for this edition Understanding and applying the principles ethically is cost-free and deceptively easy. Backed by Dr. Cialdini’s 35 years of evidence-based, peer-reviewed scientific research—including a three-year field study on what leads people to change—Influence is a comprehensive guide to using these principles to move others in your direction.

The seventh edition of this field-leading textbook provides an accessible and rigorous presentation of major theories of persuasion and their applications to a variety of real-world contexts. In addition to presenting established theories and models, this text encourages students to develop and apply general conclusions about persuasion in real-world settings. Along the way, students are introduced to the practice of social influence in an array of contexts (e.g., advertising, marketing, politics, interpersonal relationships, social media, groups) and across a variety of topics (e.g., credibility, personality, deception, motivational appeals, visual persuasion). The new edition features expanded treatment of digital and social media; up-to-date research on theory and practice; an increased number of international cases; and new and expanded discussions of topics such as online influencers, disinformation and 'fake news,' deepfakes, message framing, normative influence, stigmatized language, and inoculation theory. This is the ideal textbook for courses on persuasion in communication, psychology, advertising, and marketing programs. Instructors can also use the book’s downloadable test bank, instructor’s manual, and PowerPoint slides in preparing course material.

Having the ability to influence another can and will be a very useful skill to have in society. Whether you're in a professional business trying to persuade your customers into buying your products or services, or just simply want to persuade your friends to go along with what you want, influence works the same way. Although some people are a natural at it, those without the skill can always learn. All it takes is time, effort, and motivation. Pretty soon, you'll be able to master the technique of influence will require more than the ability to persuade your audience. It'll become much easier for you to connect with your audience and you'll notice a significant difference in your communication skills. Your skills and experience in life will be merged together along with your social skills. By the time you finish reading, you'll be ready to go out into the world to test your newly gained knowledge.

Sunday Explore factors that influence, both positively and negatively and discover how influencing is selling Monday Understand the power of personality and charisma and ensure you are putting the right message across Tuesday Use the Assertiveness Sentence technique to sound more confident in any situation Wednesday Discover the three elements of communication and how to use them to build rapid, effective rapport with others Thursday Learn to recognize the internal filters that we all have and utilize them in patterns of persuasion Friday Use NLP models to influence at an unconscious level, including the technique of 'chunking' to gain agreement Saturday Learn how to use proven persuasion techniques such as emotional 'triggers', scarcity, the law of reciprocity, the power of three, and the AIDA formula