Elizabeth Kuhnke is an Executive Coach and founder of Kuhnke Communication. She is also the author of the popular Body Language For Dummies.

• Introduction 1 Part I: Preparing to Persuade and Influence 7Chapter 1: Laying the Groundwork for Persuasion and Influence 9Chapter 2: Finding Common Ground with Your Audience 27Chapter 3: Establishing an Emotional Connection 57Chapter 4: Putting Together a Compelling Case 73Chapter 5: Establishing Your Credibility 93Chapter 6: Exhibiting and Exercising Your Expertise 117Part II: Developing Your Persuasive and Influencing Skills 135Chapter 7: Listening Actively 137Chapter 8: Gaining and Maintaining Your Audience’s Interest 155Chapter 9: Gearing Your Approach to Different Decision-Making Styles 177Part III: Picking the Right Approach 205Chapter 10: Getting Things Done with the Help of Others 207Chapter 11: Leading by Example: Quietly Creating Big Change 229Chapter 12: Appealing to Other People’s Drives, Needs and Desires 245Part IV: Putting Persuasion and Influencing Skills into Practice 271Chapter 13: Getting Physical: Putting Body Language to Work 273Chapter 14: Perfecting Your Persuasive Voice 293Part V: The Part of Tens 321Chapter 15: Ten Sure-Fire Ways to Influence Anyone 323Chapter 16: Ten Ways to Persuade Electronically: Emails and Beyond 329Chapter 17: Ten Ways to Persuade over the Phone 339Chapter 18: Ten Essential Instruments for Your Persuasion Toolkit 347Index 357

Elizabeth Kuhnke is an Executive Coach and founder of Kuhnke Communication. She is also the author of the popular Body Language For Dummies.

• Introduction 1 Part I: Preparing to Persuade and Influence 7Chapter 1: Laying the Groundwork for Persuasion and Influence 9Chapter 2: Finding Common Ground with Your Audience 27Chapter 3: Establishing an Emotional Connection 57Chapter 4: Putting Together a Compelling Case 73Chapter 5: Establishing Your Credibility 93Chapter 6: Exhibiting and Exercising Your Expertise 117Part II: Developing Your Persuasive and Influencing Skills 135Chapter 7: Listening Actively 137Chapter 8: Gaining and Maintaining Your Audience’s Interest 155Chapter 9: Gearing Your Approach to Different Decision-Making Styles 177Part III: Picking the Right Approach 205Chapter 10: Getting Things Done with the Help of Others 207Chapter 11: Leading by Example: Quietly Creating Big Change 229Chapter 12: Appealing to Other People’s Drives, Needs and Desires 245Part IV: Putting Persuasion and Influencing Skills into Practice 271Chapter 13: Getting Physical: Putting Body Language to Work 273Chapter 14: Perfecting Your Persuasive Voice 293Part V: The Part of Tens 321Chapter 15: Ten Sure-Fire Ways to Influence Anyone 323Chapter 16: Ten Ways to Persuade Electronically: Emails and Beyond 329Chapter 17: Ten Ways to Persuade over the Phone 339Chapter 18: Ten Essential Instruments for Your Persuasion Toolkit 347Index 357

Elizabeth Kuhnke is an Executive Coach and founder of Kuhnke Communication. She is also the author of the popular Body Language For Dummies.

• Introduction 1 Part I: Preparing to Persuade and Influence 7Chapter 1: Laying the Groundwork for Persuasion and Influence 9Chapter 2: Finding Common Ground with Your Audience 27Chapter 3: Establishing an Emotional Connection 57Chapter 4: Putting Together a Compelling Case 73Chapter 5: Establishing Your Credibility 93Chapter 6: Exhibiting and Exercising Your Expertise 117Part II: Developing Your Persuasive and Influencing Skills 135Chapter 7: Listening Actively 137Chapter 8: Gaining and Maintaining Your Audience’s Interest 155Chapter 9: Gearing Your Approach to Different Decision-Making Styles 177Part III: Picking the Right Approach 205Chapter 10: Getting Things Done with the Help of Others 207Chapter 11: Leading by Example: Quietly Creating Big Change 229Chapter 12: Appealing to Other People’s Drives, Needs and Desires 245Part IV: Putting Persuasion and Influencing Skills into Practice 271Chapter 13: Getting Physical: Putting Body Language to Work 273Chapter 14: Perfecting Your Persuasive Voice 293Part V: The Part of Tens 321Chapter 15: Ten Sure-Fire Ways to Influence Anyone 323Chapter 16: Ten Ways to Persuade Electronically: Emails and Beyond 329Chapter 17: Ten Ways to Persuade over the Phone 339Chapter 18: Ten Essential Instruments for Your Persuasion Toolkit 347Index 357