The Art of Influencing People
2nd Edition

By James Borg
September 2007
Financial Times / Prentice Hall
Distributed By Trans-Atlantic Publications
ISBN: 9780273712992
288 Pages, Illustrated
$33.50 paper original

We all rely heavily on our persuasive powers every day - whether you are trying to get people to agree with you, influencing others to make a decision, asking for something, or attempting to bring about a change in behaviour or attitude in others, and how success you are depends on how persuasive you are.

Success in persuasion is down to a combination of self-assesment and situational assessment - being aware of what's going on inside you and happening around you. Persuasion exposes the set of golden behavioural rules that will boost your persuasive powers and get a positive result for you with increased regularity. Broken down into intercative tests, example dialogues, coffee break summaries and general facts, in this book you will discover how to:

to ensure you use your natural skills for the ultimate competitive advantage at work and in life.


Foreword by Sir John Harvey-Jones MBE

Publisher's acknowledgements

Author's acknowledgements


1       The power of persuasion:

How empathy and sincerity work wonders for you

2       Being a good listener:

Why listening is so crucial

3       Attention please:

Keeping attention where you want it

4       Mind your body language:

How to read non-verbal signals from others and send out the right ones

5       Memory magic:

The impact of good recall and simple tips to improve your memory

6   Make words work for you – the power of psycholinguistics:

Success can depend on saying the right thing at the right time

7       Telephone telepathy:

Learn to use the telephone to your best advantage and read situations better

8       Negotiating for mutual benefit:

Understand the psychology involved, to achieve the best possible result

9        'Difficult' people (and their behaviour)

               Who are they?

10     The personality spectrum:

How to identify successfully and deal with different 'types'

         Appendix: Coffee break answers


James Borg is a practising work psychologist and business consultant. At age 9, following his demonstration of psychological magic, James was admitted as one of the youngest members of the Magic Circle. He reveals in Persuasion that there is a lot we can learn from magician's tricks to help us gain persuasive powers to use in work and life.

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