How to command attention
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Artful
Persuasion
How to Command Attention, Change Minds, and Influence People
Harry Mills
II
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.
.
Special discounts on bulk quantities of AMACOM books are available to corporations, professional associations, and other organizations. For details, contact Special Sales Department, AMACOM, an imprint of AMA Publications, a division of American Management Association, 1601 Broadway,
New York, NY 10019.
Tel: 212-903-8316. Fax 212-903-8083.
Web site: www.amanet.org
This publication is designed to provide accurate and authoritive information in regard to the subject matter covered. It is sold with the understanding that the publisher is not engaged in rendering legal, accounting, or other professional service. If legal advice or other expert assistance is required, the service, of a competent professional person should be sought.
Library of Congress Cataloging-in-Publication Data
Mills, Harry
Artful persuasion : how to command attention, change minds, and influence people / Harry Mills.
p. cm.
Includes index.
ISBN 0-8144-7063-7
1. Persuasion (Psychology) 2. Influence (Psychology) I. Title
BF637.P4 M52 2000
153.8'52—dc21
99-056754
© 2000 Harry Mills.
All rights reserved.
Printed in the United States of America
This publication may not be reproduced, stored in a retrieval system, or transmitted in whole or part, in any form or by any means, electronic, mechanical, photocopying, recording, or otherwise, without the prior written permission of AMACOM, a division of Amercian Management Association, 1601
Broadway, New York, NY 10019.
Printing number
10 9 8 7 6 5 4 3 2 1
III
.
.
.
CONTENTS
Preface: Manipulation, Seduction, and Persuasion
ix
Why I wrote this book
How high is your persuasion IQ?
Acknowlegments
xix
Part 1
How Persuasion Works
Chapter 1
Thoughtful Persuasion, Mindless Influence: The Two Routes to Successful
Persuasion
2
Chapter 2
The Persuasion
.
.
.
.
.
I
.
.
.
Artful
Persuasion
How to Command Attention, Change Minds, and Influence People
Harry Mills
II
.
.
.
Special discounts on bulk quantities of AMACOM books are available to corporations, professional associations, and other organizations. For details, contact Special Sales Department, AMACOM, an imprint of AMA Publications, a division of American Management Association, 1601 Broadway,
New York, NY 10019.
Tel: 212-903-8316. Fax 212-903-8083.
Web site: www.amanet.org
This publication is designed to provide accurate and authoritive information in regard to the subject matter covered. It is sold with the understanding that the publisher is not engaged in rendering legal, accounting, or other professional service. If legal advice or other expert assistance is required, the service, of a competent professional person should be sought.
Library of Congress Cataloging-in-Publication Data
Mills, Harry
Artful persuasion : how to command attention, change minds, and influence people / Harry Mills.
p. cm.
Includes index.
ISBN 0-8144-7063-7
1. Persuasion (Psychology) 2. Influence (Psychology) I. Title
BF637.P4 M52 2000
153.8'52—dc21
99-056754
© 2000 Harry Mills.
All rights reserved.
Printed in the United States of America
This publication may not be reproduced, stored in a retrieval system, or transmitted in whole or part, in any form or by any means, electronic, mechanical, photocopying, recording, or otherwise, without the prior written permission of AMACOM, a division of Amercian Management Association, 1601
Broadway, New York, NY 10019.
Printing number
10 9 8 7 6 5 4 3 2 1
III
.
.
.
CONTENTS
Preface: Manipulation, Seduction, and Persuasion
ix
Why I wrote this book
How high is your persuasion IQ?
Acknowlegments
xix
Part 1
How Persuasion Works
Chapter 1
Thoughtful Persuasion, Mindless Influence: The Two Routes to Successful
Persuasion
2
Chapter 2
The Persuasion