Influencing Men in Business

Any man will sign a note for a thousand dollars if a revolver is held against his head... The law however will not hold him for the payment of the note on the ground that it was signed under duress. A man convinced by the sheer force of logic is likely to avoid the very action which would seem to be the only natural result of the conviction thus secured. This situation is expressed by the familiar proverb A man convinced against his will is of the same opinion still. -from An Analysis of Deliberation The business applications of psychology are endless: whether youre tying to entice your employees to work smarter or your customers to buy more this early guide to the science of selling ideas and products by a pioneer in the psychology of advertising still has much to offer. First published in 1911 and updated in 1916 this guide to the psychology of argument and suggestion explores the unexpected power of suggestion-including instances that dont appear on their face to be suggestions-the variety of methods people use to reach decisions-and how you can capitalize on them-and much more. Far ahead of its time this is an incredible resource for anyone who needs to convince someone to buy sell or concede. American psychologist and writer WALTER DILL SCOTT (1869-1955) also wrote Psychology of Public Speaking (1907) and Psychology of Advertising (1908).