Table of contents for Paths to persuasion : identifying and influencing the five styles of today's decision makers / Robert B. Miller and Gary A. Williams ; with Alden Hayashi.

Bibliographic record and links to related information available from the Library of Congress catalog. Note: Contents data are machine generated based on pre-publication information provided by the publisher. Contents may have variations from the printed book or be incomplete or contain other coding.

Part 1: A New Framework for Understanding Persuasion	1
Chapter 1: Introduction 	2
Chapter 2: How Does Persuasion Work?	6
Part 2: The Five Styles of Decision Making - 
And How to Influence Each	19
Chapter 3: The Charismatic Decision Maker	20
Chapter 4: Persuading the Charismatic Decision Maker	37
Chapter 5: The Thinker Decision Maker	55
Chapter 6: Persuading the Thinker Decision Maker	76
Chapter 7: The Skeptic Decision Maker	99
Chapter 8: Persuading the Skeptic Decision Maker	118
Chapter 9: The Follower Decision Maker	142
Chapter 10: Persuading the Follower Decision Maker	165
Chapter 11: The Controller Decision Maker	188
Chapter 12: Persuading the Controller Decision Maker	211
Part 3: The Pragmatics of Persuasion	235
Chapter 13: How to Read People	236
Chapter 14: Common Mistakes	255
Chapter 15: Putting Persuasion to the Test	272
Chapter 16: Conclusion	289
Appendix I	295
Appendix II	299
Endnotes	299
Index	TK

Library of Congress Subject Headings for this publication: