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The Elements of Persuasion: Use Storytelling to Pitch Better, Sell Faster Win More Business

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3.47  ·  Rating details ·  116 ratings  ·  10 reviews
"Every great leader is a great storyteller," says Harvard University psychologist Howard Gardner.

According to master storytellers Richard Maxwell and Robert Dickman, storytelling is a lot like running. Everyone knows how to do it, but few of us ever break the four-minute mile. What separates the great runners from the rest? The greats know not only how to hit every stride,
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Hardcover, 256 pages
Published August 14th 2007 by HarperBusiness
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3.47  · 
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 ·  116 ratings  ·  10 reviews


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Milton Moon Louie
Jan 19, 2012 rated it liked it
Shelves: self-help
Was interested in storytelling. Good start and some helpful suggestions. But it was missing something.
JP
May 18, 2013 rated it liked it
This is a concise and thoughtful introduction to communicating through storytelling. I found their framework and supporting examples - ok, stories - instructive. The authors also shared a lot of interesting insights. For example, memories are much more likely to be created when there is stress or other high emotion. There is biological evidence for this effect and we can use it to our advantage. They summarize stories as "facts wrapped in emotions" and successfully demonstrate the effectiveness ...more
Sue Bridehead (A Pseudonym)
I'm not really done with this book yet... but I want it off my shelf. It's got some interesting principles and has opened my eyes to the idea that storytelling is an integral part of advertising, pitching, marketing, etc. I do now see that in almost everything I do. However, the book has a pretty blatant gender bias. I'm a few chapters in and, in the many, many instances where CEOs (both real and theoretical) are referred to with pronouns, not once has the pronoun been feminine. Any interest I h ...more
Megan
Sep 16, 2014 rated it liked it
The first part of the book follows an outline well, but somewhere in the middle I get lost and then find my way again near the end. Interesting read and concepts are presented about how presentations are best done in a story format, but I'm not sure how helpful they are for those who are in a more traditional business setting. If you're in a creative field or in the nonprofit world, I would check it out. The concepts are a great way to tell a story to a donor or for for PR.
James
Aug 15, 2008 rated it liked it
another good book with a lot of interesting and sometimes inspiring anecdotes, but not a lot of guidance as far as practical application of its ideas.
Víctor
May 20, 2013 rated it liked it
Interesting overview of the narrative structure influence on the persuasive power of commercial discourse. Just a little buffed up, the authors could got to the chase a lot faster.
Scott
Jan 24, 2008 rated it really liked it
an engaging read about hijacking storytelling to sell stuff.
Jared
Jan 12, 2009 rated it liked it
Read first Dec 30 2007
2nd Jan 7 2008
Patrice
Feb 26, 2009 rated it really liked it
Starts off a bit slow but all in all a very interesting read. Particularly important material for anyone in business.
Delhi Irc
Location: PTI IRC
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