TY  - BOOK
AU  - Aubuchon,Norbert
TI  - The anatomy of persuasion
SN  - 0814479529
AV  - HD58.6 .A93 1997
U1  - 658.4052 21
PY  - 1997///]
CY  - New York
PB  - Amacom
KW  - Selling
KW  - Leadership
KW  - Negotiation in business
KW  - Persuasion (Psychology)
KW  - Persuasion (Rhetoric)
N1  - 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
ER  -