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Kevin Hogan "The Science of Influence"

This is one of those books I read with a pencil in hand, pausing frequently to underline a passage or draw an exclamation or question mark in the margin. It is also one of those books I picked up again a year after reading it. The book is marketed and offered to salespeople, marketing professionals, and anyone whose daily work involves persuading people. In my view it is suitable both in that professional sense and more generally for building relationships with others and with oneself.

Kevin Hogan "The Science of Influence" (2006) - this is one of those books I read with a pencil in hand, pausing frequently to underline a passage or draw an exclamation or question mark in the margin. It is also one of those books I picked up again a year after reading it. To intrigue you further, here are a few excerpts, a few insights:

We usually go safely where we have gone before. Expanding our boundaries feels risky to the subconscious, so that the very thought of change literally makes us feel unwell.
You have to get a person to do something if you want them to say "yes" to you.
Most men first notice a woman's figure. Then they see her face. Most women first notice a man's face, only then the features of his build.
If you want to engage people in deep and intimate relationships, you need to be more like others more often rather than being yourself.
That is exactly what people buy when they buy from you: you!
Keep awards on your office walls. Keep testimonials in your folder.
Most people will do far more to avoid losing something they already have than to gain something they do not have.
Those who choose not to engage in competition reduce their prestige in the social hierarchy.
Feeling unwanted inhibits any person's growth and development.
If the payoff is worth more than the risk, then the decision is a good decision even if you are wrong.
Nothing else you do is as important as your interaction with others.
When someone you respect and/or trust expects you to fulfil a specific outcome, you strive to fulfil that person's expectations - positive or negative.
The best way to get past "no" is not to be afraid.

The book is marketed and offered to salespeople, marketing professionals, and anyone whose daily work involves persuading people. In my view it is suitable both in that professional sense and more generally for building relationships with others and with oneself (learning to accept yourself and knowing how to present - "sell" - yourself to those around you).

About the author - http://www.kevinhogan.com/biography.htm