How to Shape Human Behavior 3rd Edition - Book Preface Thanks to Olivier Massanella for helping with the print cover of this 3rd edition (paperback available on Amazon for $25) as well as the 2nd edition (paperback available on Amazon for $12), and a very special thank you to the professionals who took the time … Continue reading How to Shape Human Behavior for Negotiators
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Published in 1984 by HarperCollins Publishers, Robert Cialdini's book Influence: The Psychology of Persuasion outlines why people say 'Yes,' and offers 6 proven techniques that improve your ability to persuade others. 2/7. Reciprocation The basis of reciprocation states that humans 'should try to repay, in kind, what another person has provided us.' In society, a … Continue reading 225. Influence: 6 Proven Techniques to Improve Your Ability to Influence + BONUS!
Published in 2011 by Penguin Publishing, Roger Fisher's, William Ury's, and Bruce Patton's book Getting to Yes: Negotiating an agreement without giving in offers a principled negotiation method to win-win negotiations; especially when you're the weaker party. 1/8. Don't bargain over positions Negotiations tend to be a blend of: Distributive negotiations, whereby all parties are fighting … Continue reading 224. Getting to Yes: How to Negotiate When You’re The Weaker Party
Published in 2011 by McGraw-Hill, Robert Bacal's book Perfect Phrases for Customer Service 2nd Edition offers 'hundreds of ready-to-use phrases for handling any customer service situation' to improve your customer relationship management. WIIFM - What's In It For Me? 'What's in It For Me?' may very well be the single most important question you must answer … Continue reading 223. Effective Communication Strategies to Increase Productivity & Be More Persuasive
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Published in 2001 by Basic Books, Max H. Bazarman, Jonathan Baron, and Katherine Shonk's book You Can't Enlarge the Pie cites pertinent case studies and makes logical arguments on how decision making strategies could best apply 'wise tradeoffs' to political negotiation." Business (wo)men vs Politicians The best management university graduates are taught two major non-adversarial strategies for efficient, successful negotiations: Identify and neutralize cognitive … Continue reading 222. How to Ru(i)n a Government: 6 Barriers & 3 Cognitive Biases That Thwart Win/Win Negotiations
Published in 2013 by Penguin Books, Timothy Wilson's book Redirect: Changing The Stories We Live By offers practical advice on being happier and more successful, from parenting to PTSD to teen pregnancies to drug and alcohol abuse and more... Chpt 1: PTSD Posttraumatic stress disorder (PTSD) is "a mental disorder that can develop after a person is exposed … Continue reading 221. Critical Thinking: How The Stories You Tell Yourself Determine Your Perspective
Published in 2012 by Palgrave Macmillan, Tim Calkins' book Defending Your Brand outlines 15 defensive strategies smart companies use to deal with competitive attacks, and warns that while these strategies can be carried out 'legally,' you should first consult legal counsel. Economic reasons for defense You're the CEO of the leading brand with a 40% market share (400,000,000€) … Continue reading 220. How to Run A Business: Offensive and Defensive Strategies To Manage Competitive Attacks
Published in 2016 by Houghton Mifflin Harcourt, Tim Ferriss' book Tools of Titans offers the tactics, routines, and habits of 100+ billionaires, icons, and world-class performers to help humans better live healthy, wealthy, and wise. "Judge a man by his questions rather than his answers." - Pierre-Marc-Gaston In his TEDx Talk Why I read a … Continue reading 219. Healthy, Wealthy, & Wise: Strategies & Systems to Improve Life
Published in 1984, the late Mark H. McCormack's book What They Don't Teach You At Harvard Business School is an extremely informative book that notes lessons he learned on managing people, sales & marketing, negotiation, and running a business while starting and building IMG. Managing people and their egos Successful business and management are really just people management. … Continue reading 216. What They Don’t Teach You At Harvard: Lessons in People, Sales, Negotiation & Business Mgmt
Published in 2004, Kathleen Taylor's book Brainwashing: The Science of Thought Control looks at the history of brainwashing as we know it through the lens of neuroscience and psychology, defines the spectum of 'brainwashing' from persuasion to aggressive thought reform, and shows how strategies of brainwashing can be observed in religion, advertising, education and government. People's beliefs and behaviors … Continue reading 211. Critical Thinking: Brainwashing’s Implication in Education, Advertising, Religion & Government
Published in 2009, Robin Lent and Geneviève Tour’s book Selling Luxury offers brands 88 imperatives to connecting with affluent customers, creating unique experiences through impeccable service, and closing the sale. Aside from the branding strategy and the quality of their products, another visible distinction between luxury and non-luxury brands is the quality of service, sales … Continue reading 197. Sales & Customer Service Strategies From The Luxury Industry
Published in 1999, Seth Godin’s book Permission Marketing explains how to grow your business by turning “strangers into friends, and friends into customers.” If you’re selling a one-time product with no intention of building your product line or launching future projects, and if a customer relationship isn’t important to the success of your business, then … Continue reading 193. How to Grow Your Business: Turning Strangers Into Friends & Friends Into Customers
Published in 2003, Richard Templar’s book The Rules Of Work: A Definitive Code For Personal Success outlines 108 rules to make your mark and move up in the corporate world as quickly and efficiently as possible. Here are a few foundational rule clusters outlined in chapter 1 to get you started: First and foremost, your … Continue reading 188. Critical Thinking: How to Build A Career You’re Proud Of Without Burning Bridges
Published in 2009, Pierre Bayard’s book How to Talk About Books You Haven’t Read answers the question of whether or not it’s possible, and acceptable to give an informed opinion about books you haven’t read, and offers 12 proven techniques to manage the discussion unscathed. Modern society places undue expectations upon people, namely that: You … Continue reading 183. How to Feign Competence While Talking About Books You Haven’t Read