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Aubuchon, Norbert,

The anatomy of persuasion / Norbert Aubuchon. - xii, 193 pages : illustrations ; 23 cm

Includes bibliographical references and index.

Foreword -- Acknowledgments -- Introduction -- Overview -- Creativity -- Two Principles of Communication -- The Buying Process -- The Persuasion Process: Part I -- Needs -- The Persuasion Process: Part II -- Controlling the Persuasion Process -- Features, Functions, and Benefits -- Setting Your Objective -- Using the Tools -- Case Study: How to Increase Staff During a Hiring Freeze -- Case Study: How to Get Funding for Your Program -- Case Study: How to Be a Rocket Scientist! -- Building Your Own Proposal -- A Touch of the Real World -- Can You Find the Errors? -- Selling Your Ideas to Higher Management -- The Anatomy of Persuasion as a Management Tool -- A Final Word: Thinking and Talking in Terms of Benefits -- A Checklist of Common Errors -- The Anatomy of Persuasion Preparation Guidelines -- The Anatomy of Persuasion Outline Guide -- The Anatomy of Persuasion Structure and Alignment Chart -- Index. 1. 2. 3. 4. 5. 6. 7. 8. 9. 10. 11. 12. 13. 14. 15. 16. 17. 18. 19. App. I. App. II. App. III. App. IV.

ISBN: 0814479529 9780814479520

LCCN: 96051050

Subjects--Topical Terms:
Selling
Leadership.
Negotiation in business
Persuasion (Psychology)
Persuasion (Rhetoric)

LC Class. No.: HD58.6 / .A93 1997

Dewey Class. No.: 658.4052