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The anatomy of persuasion /

The anatomy of persuasion / Norbert Aubuchon.

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Bibliographic Details
Main Author:	Aubuchon, Norbert (Author)
Format:	Book
Language:	English
Published:	New York : Amacom, [1997]
Subjects:	Selling Leadership. Negotiation in business Persuasion (Psychology) Persuasion (Rhetoric)

Table of Contents:

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.