Persuasion Equation: The Subtle Science of Getting Your Way

Rodgers (Accelerate the Sale), principal partner of the Peak Performance Business Group, arms readers with the powers of persuasion to land that new client or elusive promotion. Persuasion, which Rodgers defines as "ethically winning the heart and mind of your target," is a skill that, in his opinion, most people spend too little time on, despite its potentially big impact. Looking to rectify that oversight, he shows readers how to hear "yes" more often. The book explores the mental processes behind decision-making, offering fascinating insights into the roles of personality type, gender, and age. While persuasion is often viewed as unmeasurable, Rodgers shows how to translate the benefits of this "soft skill" into hard numbers to calculate return on financial investments. In addition, he tackles the tough topic of credibility: acquiring it, losing it, and rebuilding it. Rodgers closes with two powerful chapters, the first centering on creating an action plan, and the second on the crucial topic of self-persuasion. Rodgers excels at making a complex topic truly accessible, resulting in a valuable tutorial on getting to "yes" in the corporate world. (May)