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How to Persuade and Influence People: Powerful techniques to get your own way more often by Philip Hesketh

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Chapter 16. GETTING PEOPLE TO DO WHAT THEY HAVE AGREED TO DO

In Chapter 10 we talked about getting people to commit to what you want them to do being as easy as asking 'Will you marry me?' There are three important issues with this analogy:

  1. Without exception, all the women I surveyed when doing my research for this book told me that they wanted to be asked the question, 'Will you marry me?' They did not want their potential husband to just assume that marriage was a foregone conclusion. So asking for commitment is a good thing.

  2. Good closing comes from good influence rather than persuasion. And that means understanding the process.

  3. Good persuasion comes from people who have developed a good relationship.

In Chapter 6 we looked at the five keys to persuasion ...

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