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|a 658.4052
|2 21
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1 |
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|a Aubuchon, Norbert,
|e author.
|9 1031424
|
| 245 |
1 |
4 |
|a The anatomy of persuasion /
|c Norbert Aubuchon.
|
| 264 |
|
1 |
|a New York :
|b Amacom,
|c [1997]
|
| 264 |
|
4 |
|c ©1997
|
| 300 |
|
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|a xii, 193 pages :
|b illustrations ;
|c 23 cm
|
| 336 |
|
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|a text
|b txt
|2 rdacontent
|
| 337 |
|
|
|a unmediated
|b n
|2 rdamedia
|
| 338 |
|
|
|a volume
|b nc
|2 rdacarrier
|
| 504 |
|
|
|a Includes bibliographical references and index.
|
| 505 |
0 |
0 |
|t Foreword --
|t Acknowledgments --
|t Introduction --
|g 1.
|t Overview --
|g 2.
|t Creativity --
|g 3.
|t Two Principles of Communication --
|g 4.
|t The Buying Process --
|g 5.
|t The Persuasion Process: Part I --
|g 6.
|t Needs --
|g 7.
|t The Persuasion Process: Part II --
|g 8.
|t Controlling the Persuasion Process --
|g 9.
|t Features, Functions, and Benefits --
|g 10.
|t Setting Your Objective --
|g 11.
|t Using the Tools --
|g 12.
|t Case Study: How to Increase Staff During a Hiring Freeze --
|g 13.
|t Case Study: How to Get Funding for Your Program --
|g 14.
|t Case Study: How to Be a Rocket Scientist! --
|g 15.
|t Building Your Own Proposal --
|g 16.
|t A Touch of the Real World --
|g 17.
|t Can You Find the Errors? --
|g 18.
|t Selling Your Ideas to Higher Management --
|g 19.
|t The Anatomy of Persuasion as a Management Tool --
|t A Final Word: Thinking and Talking in Terms of Benefits --
|g App. I.
|t A Checklist of Common Errors --
|g App. II.
|t The Anatomy of Persuasion Preparation Guidelines --
|g App. III.
|t The Anatomy of Persuasion Outline Guide --
|g App. IV.
|t The Anatomy of Persuasion Structure and Alignment Chart --
|t Index.
|
| 588 |
|
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|a Machine converted from AACR2 source record.
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|a Selling
|9 323810
|
| 650 |
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|a Leadership.
|9 319950
|
| 650 |
|
0 |
|a Negotiation in business
|9 321348
|
| 650 |
|
0 |
|a Persuasion (Psychology)
|9 322125
|
| 650 |
|
0 |
|a Persuasion (Rhetoric)
|9 322126
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