Tertiary Catalogue

Series: Influencing Essentials


Achieving Goals and Commitments

Achieving Goals and Commitments

Chapter 1: Use Ranges to Motivate People When pursuing goals people tend to focus on two things: achievability and challenge. Single number goals (e.g. open 3 new accounts this week) are either achievable, challenging or a compromise in-between....Show More
Being a 'People Person'

Being a 'People Person'

Chapter 1: Positive Labelling Research shows that assigning a trait, attitude, or other desirable label to a person can increase the chances they will behave in a way that is consistent with that label. The strategy is most effective if you label...Show More
Helping Hands

Helping Hands

Chapter 1: Ask 'Who Can I Help?' People feel more obliged to give back to people who have given them something first. Before trying to influence someone ask, “How can I help this person?” You are most powerful after you are thanked for help...Show More
Less Is More

Less Is More

Chapter 1: The Rule of the Rare People want more of the things that seem less attainable. Focus on the features of your offer that are genuinely unique or rare. Limiting the number of options or availability signals scarcity and increases...Show More
Making Your Case

Making Your Case

Chapter 1: Three Charms; But Four Alarms. If you don’t have enough arguments to support your case you risk coming across as half-hearted. But too many arguments can actually undermine your success. Remember: three claims will charm, but four...Show More
Negotiating Tactics

Negotiating Tactics

Chapter 1: The Home Team Advantage Negotiating in familiar surroundings can boost your confidence.But negotiating in unfamiliar surroundings (like your opponent’s office) can reduce it. One way to improve your negotiation outcomes is to suggest...Show More
Negotiating: Tying the Knot

Negotiating: Tying the Knot

Chapter 1: See-Saws and Trade-Offs When you start your negotiation, pitch high. Don’t give anything away without gaining something in return – in other words, trade, don’t concede. When you’re hearing terms, don’t agree to separate...Show More
Using Similarity

Using Similarity

Chapter 1: Highlight Similarities First People prefer to be persuaded by people who are like them and who do like them. People are much more likely to say ‘yes’ to people that they share similar backgrounds, experiences and values with. Look...Show More