Convince Me: High-Stakes Negotiation Tactics to Get Results in Any Business Situation
- 3h 55m
- Adele Gambardella, Chip Massey
- McGraw-Hill
- 2024
Learn how to master the art of convincing others in any business situation—with insider tips from a former FBI hostage negotiator and a top DC publicist
From CEOs communicating with board members to managers negotiating salary increases and entrepreneurs looking to raise capital, it's impossible to overstate the role of persuasion in making your personal and professional goals a reality. The ability to convince others—respectfully and effectively—is one of the most important skills you can master, whatever your profession. In Convince Me, you'll find eye-opening, behind-the-scenes details revealing how some of the best in the business ply their trade.
Inside, you'll discover how to:
- Adapt Forensic Listening™ techniques to your needs
- Understand "unstated narratives" and employ de-escalation techniques
- Become a master at generating enthusiasm
- Read people effectively and spot attempts at manipulation
- Walk through the type of story arc negotiators use to gain a hostage taker's trust
- And more!
Delivering compelling, real-life stories that give you an inside look at the kinds of techniques and strategies that prove effective in high-risk situations, former FBI hostage negotiator Chip Massey and top DC publicist Adele Gambardella show you how these tactics can be used in any business situation you'll face. You'll find fascinating tips on how a hostage negotiator reads people, rooms, and situations at a glance and gain insights from the neuroscience of convincing. Armed with useful, ready-to-use strategies and insightful advice as to how, when, and with whom each tool can best be used, you'll finish Convince Me feeling more capable and confident about your own powers of convincing others.
About the Author
Adele Gambardella is owned an award-winning PR agency in Washington, DC for 15 years, where she served as spokesperson for a variety of Fortune 100 companies, including DuPont, Deutsche Bank, Lockheed Martin, SAP, and Verizon. She has also served as PR strategist, corporate counsel, and crisis management for clients that include United Nations, Facebook, Johnson & Johnson, and President Biden. She is the co-founder, with Chip Massey, of The Convincing Company. She has taught crisis communications and business at Princeton, Cornell, George Mason, and Georgetown, and is a contributor to the Wall Street Journal, Inc., and Entrepreneur.
Chip Massey is a former FBI hostage negotiator and special agent. In his 22-year career in the Bureau, he has led high-profile cases, spearheaded the New York FBI Office's Crisis Negotiations Teams, and won the prestigious FBI Directors Award. He is the co-founder, with Adele Gambardella, of the Convincing Company, a crisis communications and training firm, where he guides executives and their teams in how to apply the Bureau's negotiation techniques to business situations.
In this Book
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Introduction: Convincing: The Ultimate Game-Changer
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The Art of Forensic Listening
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Finding the Unstated Narrative
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Effective Convincing
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The Exact Steps to Start Convincing
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Be Convincing or Die “Confidently” Trying
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What the Most Convincing People Do to Forge a Lasting Bond
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What You Can Learn About Convincing from Magicians, Con Artists, and Fortune Tellers
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The Neuroscience of Convincing
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The Business Benefits of FBI Behavioral Analysis
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Advantage: You. Understanding the Two Types of Convincers
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Concert Convincing
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Convincing Tactics and Negotiation
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How to Become a Natural Negotiator
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The Role Fear Plays in High-Stakes Situations
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Convince as Only You Can: Your Personal Convincing Style
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The Four Essential Elements of Effective Convincing
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Convincing Situations in Business
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Notes
