Persuasion

by James Borg

A tedious read. First, there is no red thread to the book. Part it is popular psychology heavy on theory from body language to Jung's personality types; part are practical scenarios like what to say on the telephone to get through a secretary. It is filled with pointless made-up dialogues that claim to show how failing communication attempts are transformed into easy victory by its wisdom. As if.

The good points I took from it were that you should show empathy and sincerity: respect the people you deal with, by not wasting their time, by listening and focusing your attention to them and putting yourself in their shoes to understand their feelings and needs. Take interest in them and their plans. And as everyone is different, not just extrapolate from yourself, but try to understand what they need to feel comfortable - be it socializing and praise, or detailed facts and numbers, or visions. Nothing new, though, that's straight out of Dale Carnegie.

The chapter about how to talk on the phone at least was practical and hands-on.

I found the chapter on attention interesting, how it and momentum get destroyed by interruption. So remind your partner where the discussion left off when resuming, or if possible postpone to discuss again later, and avoid rejection today. Also apparently, you should look people in the eye a lot.

It is fitting that the book, contrary to what it's cover says, is somewehere down in the nether regions of sales on Amazon.