The anatomy of persuasion / Norbert Aubuchon.
Material type: TextPublisher: New York : Amacom, [1997]Copyright date: ©1997Description: xii, 193 pages : illustrations ; 23 cmContent type:- text
- unmediated
- volume
- 0814479529
- 9780814479520
- 658.4052 21
- HD58.6 .A93 1997
Item type | Current library | Call number | Copy number | Status | Date due | Barcode | |
---|---|---|---|---|---|---|---|
Book | City Campus City Campus Main Collection | 658.4052 AUB (Browse shelf(Opens below)) | 1 | Available | A145380B |
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Includes bibliographical references and index.
Foreword -- Acknowledgments -- Introduction -- 1. Overview -- 2. Creativity -- 3. Two Principles of Communication -- 4. The Buying Process -- 5. The Persuasion Process: Part I -- 6. Needs -- 7. The Persuasion Process: Part II -- 8. Controlling the Persuasion Process -- 9. Features, Functions, and Benefits -- 10. Setting Your Objective -- 11. Using the Tools -- 12. Case Study: How to Increase Staff During a Hiring Freeze -- 13. Case Study: How to Get Funding for Your Program -- 14. Case Study: How to Be a Rocket Scientist! -- 15. Building Your Own Proposal -- 16. A Touch of the Real World -- 17. Can You Find the Errors? -- 18. Selling Your Ideas to Higher Management -- 19. The Anatomy of Persuasion as a Management Tool -- A Final Word: Thinking and Talking in Terms of Benefits -- App. I. A Checklist of Common Errors -- App. II. The Anatomy of Persuasion Preparation Guidelines -- App. III. The Anatomy of Persuasion Outline Guide -- App. IV. The Anatomy of Persuasion Structure and Alignment Chart -- Index.
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