Wiley How to Persuade People Who Dont Want to be Persuaded

whatyou'reabouttoreadisabitfrightening.Sometimesseminarattendeeswalkouton me asldeliverthismaterialbecausethe/re disturbed by whatthey hear.These are sm artpeoplewalking out.ldon'tblamethem forleaving.Thisisthestuffofnightmares. Asyoucontinuereading,you're going tolearntopersuadein awayyouneverim aginedpossible.Notin aDaleCarnegieway. Notby smiling and tossing in people'sfirstnamesasyouspeak with them.Thisis aboutgetting people to do whatyouwant. Particularly strangers.(W hena J/fre;treportersaw hundredsof strangersfollow mycomm andsinunison,hecalledthedisplay''a featofmassobediencethatmustbeseentobebelieved.'') M y persuasionm odelisunusual,butdeadlyeffective.ldidn't readaboutitinamagazineordevelopitwith ateam ofuniversity scholars.lnstead,itcomesfrom my 37years'experiencein front ofaudiencesand from my study ofthose true mastersofinfluence,show folk;mostlyshow folkinthe''darkarts.''

Yes,a11lknow aboutpersuasion l've learned from carnies, fakirs,hypnotists,magicians,mentalists,spiritualists,and,partic- a Dlt/tw Ix TI-IE Lls-fExElt ularly,pitchmen.N aturally,l'm taking libertieshere with who l callshow folk,butlet'snotsplithairs.Theirmethodsaretheim - portantthing,notthetaxonomy.