From the moment of birth, we are dependent on our power to persuade from the provision of all our necessities, the satisfaction of all our desires, and the realization of all our ambitions. The power to persuade is essential to professional success. So all-inclusive is this power that if you will think the matter out clearly, you will see that the answer to the problem of every human being, diverse as these problems are, the gratification of every human desire, the realization of every human ambition, may be summed up in two brief colloquial injunctions, namely: first, have the goods; second, to be able to sell them. The very fact that human intercourse, in every aspect of its activity, rests upon persuasion is an indication that all interests are mutual. Persuasion is a mental act depending upon individual mental response. Success in persuading, therefore, depends upon two things: First, knowledge in general as to how the human mind works; how it receives its knowledge; how it proceeds from facts and motives to conclusions; what its ambitions, desires, and other feelings are; how these may be aroused and, finally, how they may provide the motive power and induce favorable action. Second, knowledge as to how each individual human mind works; what it's particular methods are in the obtaining of information, in reasoning upon that information, and forming its conclusions; what its motives are and how these motives finally induce decision and action. The study of the first of these problems is a study of psychology. (PsycINFO Database Record (c) 2012 APA, all rights reserved)
From the moment of birth, we are dependent on our power to persuade from the provision of all our necessities, the satisfaction of all our desires, and the realization of all our ambitions. The power to persuade is essential to professional success. So all-inclusive is this power that if you will think the matter out clearly, you will see that the answer to the problem of every human being, diverse as these problems are, the gratification of every human desire, the realization of every human ambition, may be summed up in two brief colloquial injunctions, namely: first, have the goods; second, to be able to sell them. The very fact that human intercourse, in every aspect of its activity, rests upon persuasion is an indication that all interests are mutual. Persuasion is a mental act depending upon individual mental response. Success in persuading, therefore, depends upon two things: First, knowledge in general as to how the human mind works; how it receives its knowledge; how it proceeds from facts and motives to conclusions; what its ambitions, desires, and other feelings are; how these may be aroused and, finally, how they may provide the motive power and induce favorable action. Second, knowledge as to how each individual human mind works; what it's particular methods are in the obtaining of information, in reasoning upon that information, and forming its conclusions; what its motives are and how these motives finally induce decision and action. The study of the first of these problems is a study of psychology. (PsycINFO Database Record (c) 2012 APA, all rights reserved)
From the moment of birth, we are dependent on our power to persuade from the provision of all our necessities, the satisfaction of all our desires, and the realization of all our ambitions. The power to persuade is essential to professional success. So all-inclusive is this power that if you will think the matter out clearly, you will see that the answer to the problem of every human being, diverse as these problems are, the gratification of every human desire, the realization of every human ambition, may be summed up in two brief colloquial injunctions, namely: first, have the goods; second, to be able to sell them. The very fact that human intercourse, in every aspect of its activity, rests upon persuasion is an indication that all interests are mutual. Persuasion is a mental act depending upon individual mental response. Success in persuading, therefore, depends upon two things: First, knowledge in general as to how the human mind works; how it receives its knowledge; how it proceeds from facts and motives to conclusions; what its ambitions, desires, and other feelings are; how these may be aroused and, finally, how they may provide the motive power and induce favorable action. Second, knowledge as to how each individual human mind works; what it's particular methods are in the obtaining of information, in reasoning upon that information, and forming its conclusions; what its motives are and how these motives finally induce decision and action. The study of the first of these problems is a study of psychology. (PsycINFO Database Record (c) 2012 APA, all rights reserved)