Persuading Aristotle : the timeless art of persuasion in business, negotiation and the media

In the information age, where the contest of ideas is paramount, being able to get others to accept your idea is what makes the difference between success and failure. Yet the art of persuasion was refined 2000 years ago in the Lyceum of Ancient Greece where Aristotle, the master of rhetoric, taught the timeless secrets of ethos, logos, and pathos.--BOOK JACKET. ''A modern master of communication, Peter Thompson rediscovers those secrets and presents them to you in Persuading Aristotle - principles that you can use day in and day out, every time you face someone who you need to see things your way. Thompson shows you how to draw upon the logic of your argument, your empathy with your audience, your imagination and your credibility and how to best persuade different types of listeners.''--BOOK JACKET. CONTENTS......Page 5 CHAPTER 1 HOW PERSUASION WORKS: WHAT ARISTOTLE TAUGHT......Page 7 2......Page 8 five principles 5-7......Page 11 7......Page 13 11......Page 17 14......Page 20 16-18......Page 22 five-point plan 18-28......Page 24 Prototype Advertisement Using Five-point Plan of Persuasion......Page 25 Graham, Billy 20......Page 26 Nugent, Helen 25-6......Page 31 28......Page 34 inductive 30-2......Page 36 cross-cultural 32-3......Page 38 33......Page 39 constructing 34-5......Page 40 answering 35-6......Page 41 Locke, John 38......Page 44 Kipling, Rudyard 39......Page 45 42......Page 48 word pictures, creating 45-6......Page 51 46-8......Page 52 Sun Tsu 52......Page 58 and images 54-9......Page 60 storytelling 56-8......Page 62 being wholly 58-9......Page 64 60-2......Page 66 styles 63-4......Page 69 communication style profiles 64-78......Page 70 78......Page 84 self assessment 83-5......Page 89 People You Need to Influence......Page 90 Conclusion......Page 91 87......Page 93 business presentation 93-125......Page 99 94-9......Page 100 99-101......Page 105 101-2......Page 107 speaker aids 103-18......Page 109 The Keep-It-Simple-Stupid Summary for Your Charts......Page 117 communication 118-20......Page 124 body language 120-2......Page 126 performance anxiety 125-8......Page 131 business presentation 128-30......Page 134 model 131-3......Page 137 conflict and competition 133......Page 139 integrative versus distributive strategies 134......Page 140 defined 135-6......Page 141 five principles 136-41......Page 142 preparing for 142-4......Page 148 Write Up a Balance Sheet......Page 150 145-6......Page 151 146......Page 152 building rapport 148-53......Page 154 tactics at the table 153-63......Page 159 closing a deal 163-4......Page 169 Summary......Page 170 166-211......Page 172 your audience 168-71......Page 174 journalists 174-84......Page 180 Nixon, Richard 184......Page 190 quotable quote 193-203......Page 199 ambushes and difficult questions 203-6......Page 209 television and body language 206-8......Page 212 dress and appearance 208-10......Page 214 communicate your message 210-11......Page 216 FURTHER READING......Page 218 INDEX......Page 219 for presentations 36-7......Page 42 auditors 72-5......Page 78 123......Page 129 43......Page 49 Strong, James 76......Page 82 57-8......Page 63 Whitlam, Gough 67......Page 73 Wran, Neville 70......Page 76 55......Page 61 194......Page 200 body language 119......Page 125 body 150-3......Page 156 Smith, Dick 66......Page 72 voice exercises 126-7......Page 132 122-3......Page 128 picture your audience 97-9......Page 103 notes and business presentations 127-8......Page 133 Carlopio, James 13......Page 19 74......Page 80 8......Page 14 charts 106-12......Page 112 Smith, Adam 47......Page 53 Wedgwood, Josiah 53......Page 59 Cohen, Herb 149......Page 155 communicating your agenda 189-93......Page 195 Sperry, Roger 40......Page 46 6......Page 12 types 65-78......Page 71 probatio 17......Page 23 Teresa, Mother 77......Page 83 Murray, David 73......Page 79 Dunlap, Al 69-70......Page 75 conceptual framework 15-16......Page 21 95-7......Page 101 138......Page 144 29......Page 35 62-3......Page 68 Johnson, Samuel 140......Page 146 88-93......Page 94 in politics 50-1......Page 56 44......Page 50 9......Page 15 71......Page 77 and media 200......Page 206 discipline your message 197-8......Page 203 newspaper journalists 182-4......Page 188 no comment 198-9......Page 204 picture your audience 173-4......Page 179 radio journalists 180-2......Page 186 tailoring your message 172-3......Page 178 talk or not to talk 188-9......Page 194 television journalists 178-80......Page 184 timed sound bite 196-7......Page 202 timed sound bite 199-202......Page 205 23......Page 29 turning a deaf ear 161-2......Page 167 Biblical 48-9......Page 54 Willis, Ralph 51......Page 57 Shakespeare, William 49-50......Page 55 aggressive behaviour 156-7......Page 162 162......Page 168 agreement 165......Page 171 equal time 157......Page 163 higher authority 155......Page 161 deadlines 159-60......Page 165 positive tactics 160......Page 166 last-minute claims 154-5......Page 160 value of service declines 158......Page 164 68-72......Page 74 75-8......Page 81 3-4......Page 9 technology and business presentations 112-18......Page 118 Zelazny, Gene 104......Page 110 Clear strategies for getting your own way more often than not, from a media-savvy expert on persuasion'When Peter Thompson, master of the broadcasting art, turns his attention to the nuts and bolts of persuasion, the result is precisely what you d expect: lucid, comprehensive and intensely practical.'Hugh Mackay, Author of The Good Listener'As soon as you move one step up from the bottom, your effectiveness depends on your ability to reach others through the spoken and written word.'Peter DruckerIn the information age, where the contest of ideas is paramount, being able to get others to accept your idea is what counts between success and failure. Yet the art of persuasion was refined 2000 years ago in the Lyceum of Ancient Greece. There Aristotle, the master of rhetoric, taught the timeless secrets of ethos, logos and pathos.A modern master of communication, Peter Thompson, rediscovers those secrets and presents them to you in Persuading Aristotle. Principles that you can use day in and day out, every time you face someone who you need to see things your way. Thompson shows you how to draw upon the logic of your argument, your empathy with your audience, your imagination and your credibility, and how to best persuade different types of listeners.Thompson's simple and elegant style, enlightening examples and practical insights will change the way you think about getting your message across>in presentations, negotiations and the media. You ll be a more confident, strategic persuader, capable of persuading Aristotle himself.'Competence in public speaking is as essential today as it was for the senators, traders and citizens of ancient Greece. Peter Thompson's Persuading Aristotle is highly recommended'David Griggs, National President National Speakers Association of AustraliaPETER THOMPSON is host of ABC Radio National's breakfast program, and ABC TV's First Wednesday. He has taught communication and negotiation through the Australian Graduate School of Management and to private clients. Using principles introduced by Aristotle and refined ever since, the author of this text seeks to provide the reader with the key to effective communication. To persuade you must use "ethos", "logos" and "pathos"; in demanding face-to-face situations, Thompson shows how.