ESCP Europe

"In his global bestseller Influence, Professor Robert Cialdini transformed the way we think about the craft of persuasion. Now he offers revelatory new insights into the art of winning people over: it isnt just what we say or how we say it that counts, but also what goes on in the moments before we speak. This is the world of pre-suasion, where subtle turns of phrase, seemingly insignificant visual cues, and apparently unimportant details of location can prime people to say yes even before they are asked. And as Cialdini reveals, its a world you can master. If you understand the tools of pre-suasion, you will better placed to win a debate, get support for an idea or cause, promote a campaign even persuade yourself to do something you find difficult. Drawing on the latest research, and packed with fascinating case studies, Pre-Suasion is a masterclass in enhancing your powers of influence." - from publisher.

Authors note --- PART ONE. PRE-SUASION: THE FRONTLOADING OF ATTENTION --- 1. PRESUASION: An introduction --- 2. Privileged moments --- 3. The importance of attention . . . is importance --- 4. What's focal is casual --- 5. Commanders of attention 1: the attractors --- 6. Commanders of attention 2: the magnetizers --- PART TWO. PROCESSES: THE ROLE OF ASSOCIATION --- 7. The primacy of associations: I link, therefore I think --- 8. Persuasive geographies: all the right places, all the right traces --- 9. The mechanics of pre-suasion: causes, constraints, and correctives --- PART THREE. BEST PRACTICES: THE OPTIMIZATION OF PRE-SUASION --- 10. Six main roads to change: broad boulevards as smart shortcuts --- 11: Unity 1: being together --- 12: Unity 2: acting together --- 13: Ethical use: a pre-pre-suasive consideration --- 14: Post-suasion: aftereffects..