The 7 Triggers to Yes: The New Science Behind Influencing People's Decisions
Introducing 7 scientifically proven ways to masterfully apply the skill of persuasion and get the results you want
Everybody knows that the best way to persuade people to reach the “Yes” response is by using logic and reason, right? Wrong. According to the latest research in neuroscience, most people respond to emotional cues rather than rational ones. Instead of using facts and figures to persuade, you should be tapping into the brain’s internal triggers for making decisions. With the new technology of realtime brain imaging, scientists have been able to pinpoint seven of these emotional triggers.
Activating one or more of the other person’s triggers will make you a master persuader in every aspect of your life. You’ll learn how to motivate a “Yes” response from clients, coworkers, employees, and entire organizations.
Just say “YES” to success.
The 17 Indisputable Laws of Teamwork Workbook: Embrace Them and Empower Your Team
Everyone who works with people is realizing that the old autocratic method of leadership simply doesn't work. The way to win is to build a great team.
John C. Maxwell has been teaching the benefits of leadership and team building for years. Now he tackles the importance of teamwork head on, writing about teamwork being necessary for every kind of leader, and showing how team building can improve every area of your life.
Written in the style of the bestseller The 21 Irrefutable Laws of Leadership, this new book not only contains laws that you can count on when it comes to getting people to work together, but it tells them in such a way that you can start applying them to your own life today. And it's illustrated with great stories of team leaders-and team breakers-from history, business, the church, and sports.
The Measure of Reality: Quantification in Western Europe, 1250-1600
Western Europeans were among the first, if not the first, to invent mechanical clocks, geometrically precise maps, double-entry bookkeeping, precise algebraic and musical notations, and perspective painting. More people in Western Europe thought quantitatively in the sixteenth century than in any other part of the world, enabling them to become the world's leaders. With amusing detail and historical anecdote, Alfred Crosby discusses the shift from qualitative to quantitative perception that occurred during the late Middle Ages and Renaissance. Alfred W. Crosby is the author of five books, including the award-winning Ecological Imperialism: The Biological Expansion of Europe, 900-1900 (Cambridge, 1986)
The Fifth Discipline: The Art & Practice of The Learning Organization
This revised edition of Peter Senge’s bestselling classic, The Fifth Discipline, is based on fifteen years of experience in putting the book’s ideas into practice. As Senge makes clear, in the long run the only sustainable competitive advantage is your organization’s ability to learn faster than the competition. The leadership stories in the book demonstrate the many ways that the core ideas in The Fifth Discipline, many of which seemed radical when first published in 1990, have become deeply integrated into people’s ways of seeing the world and their managerial practices.
In The Fifth Discipline, Senge describes how companies can rid themselves of the learning “disabilities” that threaten their productivity and success by adopting the strategies of learning organizations—ones in which new and expansive patterns of thinking are nurtured, collective aspiration is set free, and people are continually learning how to create results they truly desire.
The updated and revised Currency edition of this business classic contains over one hundred pages of new material based on interviews with dozens of practitioners at companies like BP, Unilever, Intel, Ford, HP, Saudi Aramco, and organizations like Roca, Oxfam, and The World Bank. It features a new Foreword about the success Peter Senge has achieved with learning organizations since the book’s inception, as well as new chapters on Impetus (getting started), Strategies, Leaders’ New Work, Systems Citizens, and Frontiers for the Future.
Mastering the disciplines Senge outlines in the book will:
- Reignite the spark of genuine learning driven by people focused on what truly matters to them
- Bridge teamwork into macro-creativity
- Free you of confining assumptions and mindsets
- Teach you to see the forest and the trees
- End the struggle between work and personal time
Neuro-Linguistic Programming for Dummies
Learn how to apply NLP to fine-tune life skills, build rapport, enhance communication, and become more persuasive
One of the most exciting psychological techniques in use today, neuro-linguistic programming helps you model yourself on those-or, more accurately, the thought processes of those-who are stellar in their fields. Rooted in behavioral psychology of the 1970s, the concepts of NLP are now common to such diverse areas as business, education, sports, health, music and the performing arts-and have been instrumental in helping people change and improve their professional and personal lives. In this handy, informative guide, you will acquire a basic toolkit of NLP techniques, with advice on the NLP approach to goal-setting, as well as insights on how you think, form mental strategies, manage emotional states, and, finally, understand the world.
With new content on new code NLP, symbolic modeling, clean language in the workplace and energetic NLP-techniques developed after the first edition Includes updated information throughout and two new chapters: Dipping into Modeling and Making Change Easier
Not simply a guide to reprogramming your negative or habitual thoughts, this practical, down-to-earth introduction to NLP is the first step to fulfilling personal and professional ambitions and achieving excellence in every sphere of your life.
Blink: The Power of Thinking Without Thinking
In his landmark bestseller The Tipping Point, Malcolm Gladwell redefined how we understand the world around us. Now, in Blink, he revolutionizes the way we understand the world within.
Blink is a book about how we think without thinking, about choices that seem to be made in an instant-in the blink of an eye-that actually aren't as simple as they seem. Why are some people brilliant decision makers, while others are consistently inept? Why do some people follow their instincts and win, while others end up stumbling into error? How do our brains really work-in the office, in the classroom, in the kitchen, and in the bedroom? And why are the best decisions often those that are impossible to explain to others?
In Blink we meet the psychologist who has learned to predict whether a marriage will last, based on a few minutes of observing a couple; the tennis coach who knows when a player will double-fault before the racket even makes contact with the ball; the antiquities experts who recognize a fake at a glance. Here, too, are great failures of "blink": the election of Warren Harding; "New Coke"; and the shooting of Amadou Diallo by police.
Blink reveals that great decision makers aren't those who process the most information or spend the most time deliberating, but those who have perfected the art of "thin-slicing"-filtering the very few factors that matter from an overwhelming number of variables.
Emotional Intelligence: 10th Anniversary Edition; Why It Can Matter More Than IQ
Everyone knows that high IQ is no guarantee of success, happiness, or virtue, but until Emotional Intelligence, we could only guess why. Daniel Goleman's brilliant report from the frontiers of psychology and neuroscience offers startling new insight into our "two minds"—the rational and the emotional—and how they together shape our destiny.
Through vivid examples, Goleman delineates the five crucial skills of emotional intelligence, and shows how they determine our success in relationships, work, and even our physical well-being. What emerges is an entirely new way to talk about being smart.
The best news is that "emotional literacy" is not fixed early in life. Every parent, every teacher, every business leader, and everyone interested in a more civil society, has a stake in this compelling vision of human possibility.
Dig Your Well Before You're Thirsty: The Only Networking Book You'll Ever Need
Bestselling author Harvey Mackay reveals his techniques for the most essential tool in business--networking, the indispensable art of building contacts.
Now in paperback, Dig Your Well Before You're Thirsty is Harvey Mackay's last word on how to get what you want from the world through networking. For everyone from the sales rep facing a career-making deal to the entrepreneur in search of capital, Dig Your Well explains how meeting these needs should be no more than a few calls away. This shrewdly practical book distills Mackay's wisdom gleaned from years of "swimming with sharks," including:
- What kinds of networks exist
- How to start a network, and how to wring the most from it
- The smart way to downsize your list--who to keep, who to dump
- How to keep track of favors done and favors owed--Is it my lunch or yours?
- What you can do if you are not good at small talk
Dig Your Well Before You're Thirsty is a must for anyone who wants to get ahead by reaching out.
3-d Negotiation: Powerful Tools to Change the Game in Your Most Important Deals
Stuck in a "win-win versus win-lose" debate, most negotiation books focus on face-to-face tactics. Yet table tactics are only the "first dimension" of Lax and Sebenius's path breakingtion(t) approach, developed from their decades of doing deals and analyzing great dealmakers. deal makersheir "second dimension"--deal design--systematically unlock economic and non-economic value by creatively structuring agreements. But what sets the 3-D approach apart is its "third dimension": setup. Before showing up at a bargaining session, 3-D Negotiators ensure that the right parties have been approached, in the right sequence, to address the right interests, under the right expectations, and facing the right consequences of walking away if there is no deal. This new arsenal of moves away from the table often exerts the greatest impact on the negotiated outcome. Packed with practical steps and cases, 3-D Negotiation demonstrates how superior setup moves plus insightful deal designs can enable you to reach remarkable agreements at the table, unattainable by standard tactics.
The author examines the efforts of more than 100 companies to remake themselves into better competitors. He identifies the most common mistakes leaders and managers make in attempting to create change and offers an eight-step process to overcome the obstacles and carry out the firm's agenda: establishing a greater sense of urgency, creating the guiding coalition, developing a vision and strategy, communicating the change vision, empowering others to act, creating short-term wins, consolidating gains and producing even more change, and institutionalizing new approaches in the future.
Gung Ho! Turn On the People in Any Organization
Ken Blanchard and Sheldon Bowles, co-authors of the New York Times business bestseller Raving Fans, are back with Gung Ho! Here is an invaluable management tool that outlines foolproof ways to increase productivity by fostering excellent morale in the workplace. It is a must-read for everyone who wants to stay on top in today's ultra-competitive business world.
Raving Fans taught managers how to turn customers into full-fledged fans. Now, Gung Ho! brings the same magic to employees. Through the inspirational story of business leaders Peggy Sinclair and Andy Longclaw, Blanchard and Bowles reveal the secret of Gung Ho--a revolutionary technique to boost enthusiasm and performance and usher in astonishing results for any organization. The three principles of Gung Ho are:
- The Spirit of the Squirrel
- The Way of the Beaver
- The Gift of the Goose
These three cornerstones of Gung Ho are surprisingly simple and yet amazingly powerful. Whether your organization consists of one or is listed in the Fortune 500, this book ensures Gung Ho employees committed to success.
Gung Ho! also includes a clear game plan with a step-by-step outline for instituting these groundbreaking ideas. Destined to become a classic, Gung Ho! is a rare and wonderful business book that is packed with invaluable information as well as a compelling, page-turning story. Management legend Ken Blanchard and master entrepreneur Sheldon Bowles are back with Gung Ho!, revealing a surefire way to boost employee enthusiasm, productivity, and performance and usher in astonishing results for any organization.
Spiral Dynamics introduces a new model for plotting the enormous economic and commercial shifts that are making contemporary business practice so complex and apparently fragmented. Focusing on cutting-edge leadership, management systems, processes, procedures, and techniques, the authors synthesize changes such as:
- Increasing cultural diversity.
- Powerful new social responsibility initiatives.
- The arrival of a truly global marketplace.
This is an inspiring book for managers, consultants, strategists, and leaders planning for success in the business world in the 21st century.
(PMBOK) Project Management Body of Knowledge: 4th edition
The PMBOK® Guide–Fourth Edition continues the tradition of excellence in project management with a standard that is even easier to understand and implement, with improved consistency and greater clarification.What’s new?* Standard language has been incorporated throughout the document to aid reader understanding.* New data flow diagrams clarify inputs and outputs for each process.* Greater attention has been placed on how Knowledge Areas integrate in the context of Initiating, Planning, Executing, Monitoring & Controlling, and Closing process groups.* Two new processes are featured: Identify Stakeholders and Collect Requirements.Start meeting your standards for better project performance.
Excel 2007 For Dummies
One look at Excel 2007, with its new Office Button, Quick Access toolbar, and Ribbon, and you realize you’re not in Kansas anymore. Well, have no fear— Excel 2007 for Dummies is here!
If you’ve never worked with a computer spreadsheet, or if you’ve had some experience with earlier versions of Excel but need help transitioning, here you’ll find everything you need to create, edit, format, and print your own worksheets (without sacrificing your sanity!). Excel 2007 for Dummies covers all the fundamental techniques, concentrating on only the easiest, most user-friendly ways to get things done.
You’ll discover how to:
- Rearrange, delete and insert new information
- Keep track of and organize data in a single worksheet
- Transfer data between the sheets of different workbooks
- Create a chart using the data in a worksheet
- Add hyperlinks and graphics to worksheets
- And more!
Plus, in keeping with Excel 2007’s more graphical and colorful look, Excel 2007 for Dummies has taken on some color of its own, with full-color plates in the mid-section of the book illustrating exactly what you’ll see on your screen. Whether you read it from cover to cover or skip to the sections that answer your specific questions, the simple guidance in this book will have you excelling at home or in the office no time.
Influence: The Psychology of Persuasion (Collins Business Essentials)
Influence, the classic book on persuasion, explains the psychology of why people say "yes"—and how to apply these understandings. Dr. Robert Cialdini is the seminal expert in the rapidly expanding field of influence and persuasion. His thirty-five years of rigorous, evidence-based research along with a three-year program of study on what moves people to change behavior has resulted in this highly acclaimed book.
You'll learn the six universal principles, how to use them to become a skilled persuader—and how to defend yourself against them. Perfect for people in all walks of life, the principles of Influence will move you toward profound personal change and act as a driving force for your success.
Phantoms in the Brain: Probing the Mysteries of the Human Mind
Neuroscientist V.S. Ramachandran is internationally renowned for uncovering answers to the deep and quirky questions of human nature that few scientists have dared to address. His bold insights about the brain are matched only by the stunning simplicity of his experiments -- using such low-tech tools as cotton swabs, glasses of water and dime-store mirrors. In Phantoms in the Brain, Dr. Ramachandran recounts how his work with patients who have bizarre neurological disorders has shed new light on the deep architecture of the brain, and what these findings tell us about who we are, how we construct our body image, why we laugh or become depressed, why we may believe in God, how we make decisions, deceive ourselves and dream, perhaps even why we're so clever at philosophy, music and art. Some of his most notable cases:
- A woman paralyzed on the left side of her body who believes she is lifting a tray of drinks with both hands offers a unique opportunity to test Freud's theory of denial.
- A man who insists he is talking with God challenges us to ask: Could we be "wired" for religious experience?
- A woman who hallucinates cartoon characters illustrates how, in a sense, we are all hallucinating, all the time.
Dr. Ramachandran's inspired medical detective work pushes the boundaries of medicine's last great frontier -- the human mind -- yielding new and provocative insights into the "big questions" about consciousness and the self.