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Covert Persuasion
Book

Covert Persuasion

Psychological Tactics and Tricks to Win the Game

Kevin Hogan and James Speakman
Wiley, 2006
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Recommendation

Looking for ways to convince clients and employees to see things your way? Motivational speakers Kevin Hogan and James Speakman offer dozens of secrets of what they call "covert persuasion" – the art and science of gently nudging people to do what you want them to do. Hogan and Speakman offer dozens of specific techniques for discretely bending customers to your will. Occasionally, these techniques seem more cheesy than covert – for example, saying "Just imagine how much you'll be admired in that new car." And if you're not a fan of Dale Carnegie, Zig Ziglar and Jeffrey Gitomer, you may lose patience. Still, even skeptics are likely to find something they can use among the worksheets, lists and tactics outlined here. getAbstract recommends this overview to salespeople and to those who want to polish their persuasive skills.

Summary

How to Get Your Way without Seeming to Push

Life and work are a constant process of convincing people to do what you want, whether you're trying to win over your spouse, your children, employees or clients.

Successful persuaders know how to sway people without letting their targets even realize that they're being wooed. This is "covert persuasion," a field that draws skills and knowledge from social psychology, linguistics and business communication. Salespeople who master and apply these techniques see their results soar.

One word of warning: Covert persuasion is powerful.

Use it only in an ethical, responsible manner, as you choose among the many ways to persuade someone with tactics they won't even notice:

  • Build rapport - Rapport means the other person likes you and responds positively to you. Find topics of common interest. Use body language to build rapport by mirroring the other person's posture and movements.
  • Show sincere interest - The best way to develop rapport is to learn about the other person's concerns. If you cultivate a genuine interest in other people, they'll feel connected to you. Once...

About the Authors

Kevin Hogan is a speaker and trainer who holds a doctorate in psychology. His previous books include The Science of Influence and The Psychology of Persuasion. James Speakman, who heads a consulting company, is a speaker and trainer.

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