Publisher's Synopsis
The ability to influence people is one of the most important of all management skills. This book sets out to give an understanding of the way the mind works and shows how to apply that understanding to become a successful persuader. The author draws on the findings of modern psychological research but presents them in an essentially practical form, using examples and cameos to illustrate his ideas.;One of the book's main theme is that people - and organizations - are only partly rational, so that the manager who seeks to influence others must recognize the part that the irrational plays in their decision making. De la Bedoyere hopes the reader will learn how to discover what really motivates decisions in your business; why some people are listened to and others ignored; how to convince your boss; how to develop personal authority; how to generate superior performance from your own staff and how to maximize the impact of your presentations. This is a book for all managers keen to increase their powers of persuasion - in short, for all managers.
