Category Archives: Persuasion/Influence

Summary of ‘The Choice Factory’ by Richard Shotton

Summarised by Paul Arnold – Strategic Planner, Facilitator and Trainer (Paul_arnold@me.com) The book in a nutshell People are not great decision makers. We can easily be unconsciously influenced — often by irrelevant things. The book reviews 25 biases and then … Continue reading

Posted in Advertising, Behaviour change, Behavioural Economics, Brands, Business strategy, Decision making, Marketing, Persuasion/Influence | Leave a comment

Book summary of Pre-Suasion by Robert Cialdini

Summarised by Paul Arnold – Marketing/Comms Strategist paul_arnold@me.com/ www.paularnoldconsulting.com/ www.linkedin.com/in/prgarnold The book in a nutshell The highest achievers spend time crafting what they did and said before making their pitch. Research has shown that unconscious priming can help ‘pre-frame’ a person to … Continue reading

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Thinking, Fast and Slow by Daniel Kahneman

Summarised by Paul Arnold – Strategic Planner, Facilitator and Trainer – paul_arnold@me.com   THE BOOK IN A NUTSHELL   We are lousy decision makers – we make faulty judgements. The original views of humans being ‘econs’ whereby we make perfect … Continue reading

Posted in Behaviour change, Behavioural Economics, Decision making, Leadership, Management, Negotiation, Persuasion/Influence, Uncategorized | Leave a comment

Grow – How ideals power growth and profit at the world’s greatest companies. By Jim Stengel

Summarised by Paul Arnold – Strategic Planner, Facilitator and Trainer – paul_arnold@me.com IN A NUTSHELL Brands/Organisations will maximise their return if they have at their driving core an ideal (i.e. a higher level purpose). In Stengel’s top 50 cases, they … Continue reading

Posted in Advertising, Behaviour change, Brands, Business strategy, Decision making, Innovation, Innovation/NPD, Leadership, Management, Marketing, New Business, Persuasion/Influence, Team building, Transformational teams, Uncategorized | 2 Comments

Getting to Yes – Negotiating an agreement without giving in by Roger Fisher and William Ury

Summarised by Paul Arnold – Strategic Planner, Facilitator and Trainer – paul_arnold@me.com THE BOOK IN A NUTSHELL ‘Principled’ negotiation is based on four key areas (PIOC): People – Separate the people from the problem Interests – Focus on interests not … Continue reading

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Why Leadership ‘punch’ made the difference

Oh what a night! Not what we all had predicted. But we have greater clarity than we anticipated. We have a clear leader – but an equally clear statement for Scotland. The next few weeks we will all pick over … Continue reading

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Summary of The one thing you need to know – The SCQuARE way to better business planning and decision making By Ross Lovelock

The one thing you need to know – The SCQuARE way to better business planning and decision-making By Ross Lovelock (Summarised by Paul Arnold – Strategic planner, Facilitator and Trainer – paul_arnold@me.com)   IN A NUTSHELL The best ideas are useless … Continue reading

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Summary of David & Goliath – Underdogs, Misfits and the art of battling giants by Malcolm Gladwell

  David & Goliath – Underdogs, Misfits and the art of battling giants by Malcolm Gladwell (summarised by Paul Arnold – Strategic planner, facilitator and trainer) THE BOOK IN A NUTSHELL Sometimes what we think is an advantage becomes a … Continue reading

Posted in Brands, Business strategy, Leadership, Management, Persuasion/Influence | 2 Comments

The leadership of Sir Alex Ferguson

Good article in Harvard Business Review (http://hbr.org/2013/10/fergusons-formula/ar/1) which identifies a number of key traits that underlined his success. When I read them, I felt the headlines summaries of his qualities I did not feel they went deep enough. So based on … Continue reading

Posted in Behaviour change, Leadership, Management, Personal Development, Persuasion/Influence, Team building, The power of great relationships, Transformational teams | Leave a comment

Summary of The story factor – inspiration, influence and persuasion through the art of storytelling by Annette Simmons (summarised by Paul Arnold – Communications Consultant, Facilitator and Trainer)

 http://www.amazon.co.uk/Story-Factor-Inspiration-Persuasion-Storytelling/dp/0465078079/ref=sr_1_1?s=books&ie=UTF8&qid=1359280176&sr=1-1 IN A NUTSHELL Storytelling is the oldest tool of influence in human history. It has the power to cut-through and be listened to. It connects with us at a deeper level and thus avoids critical analysis. Its subtlety allows … Continue reading

Posted in Advertising, Behaviour change, Change, Decision making, Leadership, Management, Persuasion/Influence, Storytelling | Leave a comment