256 Covert Persuasion Psychological Tactics and Tricks to Win the Game.pdf

Praise for Covert Persuasion

“This blockbuster book blows the doors off of many of the persua-

sion myths that are passed around carelessly by gurus who haven’t

really done the research. It’s about time someone dealt you a persua-

sion hand from a deck without any jokers. If you are at all curious

about persuasion, this book is absolutely essential.”

—Mark Joyner, best-selling author

of The Great Formula

“ Covert Persuasion is like Grandmom’s secret recipe: priceless and so

delicious. Every tip and persuasion tactic is a tasty morsel that will

leave you stuffed and still craving more. The only difference is

Grandmom won’t tell you her secret, but Hogan and Speakman re-

veal every secret ingredient that you need to bring out the master

persuader in you.”

—Al “The Inspiration” Duncan,

professional speaker and co-author

of Unleash the Greatness WithinYou

“When you absolutely, positively need a ‘yes,’ Covert Persuasion re-

veals the tools to manufacture their compliance. It is better to read

this book and never use this revelatory technology than to need

these techniques and ﬁnd yourself stupid.You are complicit to the

extent you don’t know how you’re being manipulated. Congratula-

tions on inquiring into this power. Now, buy this book and use the

force for good.”

—Ben Mack, author of the upcoming

Think Two Products Ahead

“As a multiple business owner in the service industry, I highly value

anything written by Dr. Hogan about the art of persuasion. Time

and again, I have been able to successfully navigate tough business

and legal negotiations using the knowledge and techniques I’ve

learned through Dr. Hogan’s courses and books and consider his

materials my ‘business persuasion bible’! I now have a respectable li-

brary of Dr. Hogan’s material that I and my staff continually refer-

ence, and I am more than excited to add his latest book, Covert

Persuasion , to my collection. In fact, Dr. Hogan’s material is required

reading for any new member of my business team. I won’t do busi-

ness without him!”

—Michelle Drum Matteson, President of

The Razorz Edge, Charleston, Illinois

“ Covert Persuasion is founded in solid research. And its how-to-do-it

approach should more than satisfy any who want to persuade ethi-

cally and very effectively.”

—Phil Hamilton, President of Hamilton

Business Group, Austin,Texas

“Hogan and Speakman have collected a lot of valuable wisdom that’s

second nature to the best salespeople in the world. It’s a handbook

for the rest of us.”

—Martha Rogers, Ph.D., founder of Peppers

and Rogers Group and co-author of Return

on Customer: Creating Maximum Value from

Your Scarcest Resource

PERSUASION

Psychological Tactics and

Tricks to Win the Game

KEVIN HOGAN

JAMES SPEAKMAN

John Wiley & Sons, Inc.

COVERT

Published by John Wiley & Sons, Inc., Hoboken, New Jersey.

Published simultaneously in Canada.

No part of this publication may be reproduced, stored in a retrieval system, or transmitted in

any form or by any means, electronic, mechanical, photocopying, recording, scanning, or

otherwise, except as permitted under Section 107 or 108 of the 1976 United States Copyright

Act, without either the prior written permission of the Publisher, or authorization through

payment of the appropriate per-copy fee to the Copyright Clearance Center, Inc., 222

Rosewood Drive, Danvers, MA 01923, (978) 750-8400, fax (978) 646-8600, or on the web at

www.copyright.com. Requests to the Publisher for permission should be addressed to the

Permissions Department, John Wiley & Sons, Inc., 111 River Street, Hoboken, NJ 07030,

(201) 748-6011, fax (201) 748-6008, or online at http://www.wiley.com/go/permissions.

Limit of Liability/Disclaimer of Warranty:While the publisher and author have used their best

efforts in preparing this book, they make no representations or warranties with respect to the

accuracy or completeness of the contents of this book and speciﬁcally disclaim any implied

warranties of merchantability or ﬁtness for a particular purpose. No warranty may be created

or extended by sales representatives or written sales materials.The advice and strategies

contained herein may not be suitable for your situation.You should consult with a professional

where appropriate. Neither the publisher nor author shall be liable for any loss of proﬁt or

other commercial damages, including but not limited to special, incidental, consequential, or

other damages.

For general information on our other products and services or for technical support please

contact our Customer Care Department within the United States at (800) 762-2974,

outside the United States at (317) 572-3993 or fax (317) 572-4002.

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visit our web site at www.wiley.com.

Library of Congress Cataloging-in-Publication Data:

Hogan, Kevin.

Covert persuasion : psychological tactics and tricks to win the game /

Kevin Hogan, James Speakman.

p. cm.

Includes bibliographical references and index.

ISBN-13: 978-0-470-05141-2 (cloth : alk. paper)

ISBN-10: 0-470-05141-8 (cloth : alk. paper)

1. Persuasion (Psychology). 2. Selling—Psychological aspects. 3.

Interpersonal communication. 4. Interpersonal relations. I. Speakman,

James, 1968– II. Title.

BF637.P4H63 2006

153.8'52—dc22

2006011009

Printed in the United States of America.

0987654321

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