Persuasion

<p><em>Persuasion: The Hidden Forces That Influence Negotiations</em> represents the first book of its kind to package and present persuasion principles in an innovative, international, and interdisciplinary fashion. </p><p>This easy-to-understand book is the culmination of seminal research findings spanning across decades and disciplines – psychology, philosophy, negotiations, decision-making, logic, law, and economics, among others – from esteemed experts around the world. <i>Persuasion</i> provides a series of short, simple-to-use intellectual tools to go above and beyond merely describing "what to think"– but "how to think" in a persuasion, influence, and negotiation context –across a diverse array of disciplines, sectors, and situations from boardrooms to classrooms for the twenty-first century.</p> <p>Foreword</p><p><strong>Part I Behaviouralists: Pride and Prejudice</strong><br>1. Influences: Inside the invisible influences of persuasion<br>2. Judgments: The mind’s surprising shortcuts toward judgments<br>3. Biases: The blind side of hidden biases<br>4. Perceptions: How perceptions bend realities</p><p><strong>Part II Rationalists: Sense and Sensibility</strong><br>5. Strategies: Knowing when to keep calm and carry on<br>6. Expectations: How to value great expectations <br>7. Elements: Creative ways to supersize the pie <br>8. Reasonings: Making sense of nonsensical statements</p><p>Index</p>