E-Book Overview
New secrets to getting what you want every time The Science of Influence shows readers how to get anyone to say "yes" in eight minutes or less. Synthesizing the latest research in the field of influence with real-world tested experiences, it presents simple secrets that help readers turn a "no" into a "yes." Every secret in this book has been rigorously tested, validated, and found reliable academically and in the real world. Readers learn dozens of all-new techniques and strategies for influencing others including how to reduce resistance to rubble; send unconscious nonverbal messages that are consciously undetectable; make people feel instantly comfortable in your presence; decode body language; build credibility; and be persistent without being a pain. The Science of Influence turns the enigmatic art of influence and persuasion into a science anyone can master. Kevin Hogan, PsyD (Eagan, MN), is a dynamic motivational speaker and expert on unconscious influence and body language for the BBC, the New York Post, and such popular magazines as Cosmopolitan and Playboy. He teaches Persuasion and Influence at the University of St. Thomas Management Center. He is the author of 12 books including bestsellers such as Irresistible Attraction: Secrets of Personal Magnetism and The Psychology of Persuasion.
E-Book Content
THE
SCIENCE
OF
INFLUENCE How to Get Anyone to Say “Yes” in 8 Minutes or Less! Kevin Hogan
John Wiley & Sons, Inc.
“As a sports and performance psychologist who promotes the positive use of persuasion and influence to turn people into extraordinary performers, I always urge clients to read Kevin Hogan’s material. His new book, The Science of Influence, will now be at the top of the required reading list for all my sales training and coaching clients. Hogan has outdone himself this time.This is a must-read for everyone who wants to be more successful.” —Richard F. Gerson, Ph.D., CPC, CPT, CMC Author of 19 books, including HEADcoaching: Mental Training for Peak Performance and Winning the Inner Game of Selling “Whether it is in the boardroom, on the golf course, or across the dinner table, we all struggle to unlearn bad habits, put to rest unfounded fears, and effect positive change. Kevin Hogan offers us a simple but powerful way to shape behaviors, responses, and performance—both our own and those of others.” —Linda Parker Educator and author of The FabJob Guide to Become a Professional Golfer “A cornucopia of research-proven tips, techniques, and resources to help you unlock the key to your prospect’s mind and elicit a positive response. Easier, faster, and more effective for those in business than an advanced degree in psychology!” —Roger C. Parker Author, coach, consultant
THE
SCIENCE
OF
INFLUENCE How to Get Anyone to Say “Yes” in 8 Minutes or Less! Kevin Hogan
John Wiley & Sons, Inc.
Copyright © 2005 by Kevin Hogan.All rights reserved. Published by John Wiley & Sons, Inc., Hoboken, New Jersey. Published simultaneously in Canada. No part of this publication may be reproduced, stored in a retrieval system, or transmitted in any form or by any means, electronic, mechanical, photocopying, recording, scanning, or otherwise, except as permitted under Section 107 or 108 of the 1976 United States Copyright Act, without either the prior written permission of the Publisher, or authorization through payment of the appropriate per-copy fee to the Copyright Clearance Center, Inc., 222 Rosewood Drive, Danvers, MA 01923, (978) 750-8400, fax (978) 646-8600, or on the web at www.copyright.com. Requests to the Publisher for permission should be addressed to the Permissions Department, John Wiley & Sons, Inc., 111 River Street, Hoboken, NJ 07030, (201) 748-6011, fax (201) 748-6008. Limit of Liability/Disclaimer of Warranty:While the publishe