| Preface | | xi | |
| Introduction | | 1 | |
| 1. How can inconveniencing your audience increase your persuasiveness? |
| | 9 | |
| 2. What shifts the bandwagon effect into another gear? |
| | 75 | |
| 3. What common mistake causes messages to self-destruct? |
| | 19 | |
| 4. When persuasion might backfire, how do you avoid the magnetic middle? |
| | 26 | |
| 5. When does offering people more make them want less? |
| | 30 | |
| 6. When does a bonus become an onus? |
| | 35 | |
| 7. How can a new superior product mean more sales of an inferior one? |
| | 38 | |
| 8. Does fear persuade or does it paralyze? |
| | 42 | |
| 9. What can chess teach us about making persuasive moves? |
| | 45 | |
| 10. Which office item can make your influence stick? | | 50 | |
| 11. Why should restaurants ditch their baskets of mints? | | 53 | |
| 12. What's the pull of having no strings attached? | | 56 | |
| 13. Do favors behave like bread or like wine? | | 60 | |
| 14. How can one small step help your influence take a giant leap? | | 64 | |
| 15. How can you become a Jedi master of persuasion? | | 69 | |
| 16. How can a simple question drastically increase support for you and your ideas? | | 72 | |
| 17. What is the active ingredient in lasting commitments? | | 76 | |
| 18. How can you fight consistency with consistency? | | 80 | |
| 19. What persuasion tip can you borrow from Benjamin Franklin? | | 83 | |
| 20. When can asking for a little go a long way? | | 86 | |
| 21. Start low or start high? Which will make people buy? | | 89 | |
| 22. How can we show off what we know without being labeled a show-off? | | 93 | |
| 23. What's the hidden danger of being the brightest person in the room? | | 98 | |
| 24. Who is the better persuader? Devil's advocate or true dissenter? | | 102 | |
| 25. When can the right way be the wrong way? | | 107 | |
| 26. What's the best way to turn a weakness into a strength? | | 110 | |
| 27. Which faults unlock people's vaults? | | 115 | |
| 28. When is it right to admit that you were wrong? | | 119 | |
| 29. How can similarities make a difference? | | 124 | |
| 30. When is your name your game? | | 127 | |
| 31. What tips should we take from those who get them? | | 133 | |
| 32. What kind of smile can make the world smile back? | | 137 | |
| 33. When is a loser a winner? | | 141 | |
| 34. What can you gain from loss? | | 144 | |
| 35. Which single word will strengthen your persuasion attempts? | | 150 | |
| 36. When might asking for all the reasons be a mistake? | | 155 | |
| 37. How can the simplicity of a name make it appear more valuable? | | 159 | |
| 38. How can rhyme make your influence climb? | | 164 | |
| 39. What can batting practice tell us about persuasion? | | 167 | |
| 40. How can you get a head start in the quest for loyalty? | | 170 | |
| 41. What can a box of crayons teach us about persuasion? | | 174 | |
| 42. How can you package your message to ensure it keeps going, and going, and going? | | 177 | |
| 43. What object can persuade people to reflect on their values? | | 183 | |
| 44. Does being sad make your negotiations bad? | | 187 | |
| 45. What can make people believe everything they read? | | 193 | |
| 46. Are trimeth labs boosting your influence? | | 197 | |
| 47. How can technology impede persuasive progress? | | 200 | |
| 48. How do you get to yes in any language? | | 205 | |
| 49. How can you avoid driving your cross-cultural influence into the rough? | | 209 | |
| 50. When does letting the call go to voicemail cause a hang-up in your influence? | | 213 | |
| Epilogue | | 217 | |
| Appendix: Feedback from Those Who've Used These Methods | | 221 | |
| Note | | 233 | |
| Acknowledgments | | 247 | |
| Index | | 249 | |
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