Jim Treliving and Arlene Dickinson have added published author to their lists of career achievements. Harper Collins has published Jim's Decisions: Making the Right Ones, Righting the Wrong Ones (Get it online from Amazon or Indigo) and Arlene's Persuasion: A New Approach to Changing Minds" (Get it online from Amazon or Indigo.

Every week we'll publish an excerpt from one of these books that ties into the lessons from that week's episode. This week we turn to page 125 from Arlene's Persuasion:

"So, how do you persuade other people? Although there's no formula that will work every time, it's helpful to think of persuasion as a process with distinct but overlapping stages. At first this might seem counterintuitive - a really good persuader makes it look so easy. Effortless, even. People often talk about being lulled into agreement without even recognizing at the time that they were being persuaded.

"In reality, however, persuading someone usually requires considerable effort, starting with careful preparation. You need to do your homework, particularly if the other person already has a strong opinion and/or you have a limited amount of time to make your case. What line of reasoning is most likely to appeal? What should you definitely not say? And to maximize your chances of success, you need to be well versed in the pros and cons of whatever you're proposing, you need to anticipate objections and be able to come up with potential solutions, and you must know your material and line of argument so well that you can speak fluently. Confidently, too. If you yourself don't sound persuaded of your idea, it's going to be hard to talk anyone else into it."

Excerpt from: Persuasion by Arlene Dickinson. Published by HarperCollins Publishers Ltd. Copyright © 2011 by 761250 Alberta Ltd. All Rights Reserved.

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