Table of Contents for Win-Win Influence: How to Enhance Your Personal and Business Relationships

Win-Win Influence

How to Enhance Your Personal and
Business Relationships
(with NLP)

by Roger Ellerton PhD, CMC


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Table of Contents

About the Author:
Roger Ellerton

Services provided by Roger Ellerton:

NLP Training

Public Speaking



Books & CDs

Table of Contents

NLP book - Win-Win Influence



1. Introduction

1.1. Overview
1.2. Influence—What Is It?
Influence as a Process
Manipulation or Win-Win Influence?
1.3. What is NLP?
Neuro-Linguistic Programming
NLP’s Origin
1.4. Who Will Benefit From This Book?
1.5. How to Get the Most Value from This Book

2. Foundation for Win-Win Influence

2.1. Overview 2.2. How You Process Information
2.3. Guiding Principles
2.4. Focus on What You Want

3. Know Your Needs and the Benefits of What You Offer

3.1. Overview
3.2. Know Your RIGHTS
3.3. Know Your Desired Outcome
3.4. Have a Backup Plan
3.5. Promote the Benefits of Your Offering
So What?
Your Elevator Speech

4. Prepare in Advance

4.1. Overview
4.2. Where and When?
4.3. How Do Others Process Information?
Preferred Representational Systems
How to Identify a Person’s Preferences
How to More Successfully Interact With Others
Sometimes We Don’t Speak the Same Language
Eye Accessing Cues
4.4. Unconscious Motivators
4.5. What’s Important to Others?
Appreciate the Other Person’s Perspective
4.6. Get Different Perspectives on the Same Issue
4.7. Put Yourself in a Good Frame of Mind
Increase Your Motivation

5. Create a Space of Trust and Safety

5.1. Overview
5.2. Rapport—Establishing Trust and Safety
5.3. Pay Attention
Observe Other People’s Actions and Reactions
Pay Attention to Your Internal Signals
How to Read Body Language and Other Clues
Acknowledge What They Say
5.4. Psychogeography
5.5. Change a Few Words and Make a Difference
Use Care With Negatives
Move From Can’t to Possibility
And is Often Better Than But
Give a Reason and Get More Compliance
5.6. Things to Avoid

6. Understanding the Other Person

6.1. Overview
6.2. Ask Questions
Precision Model
Precision Model Examples
Sometimes It’s Not That Simple

7. Bridge the Gap

7.1. Overview
7.2. It’s a Four Step Process
7.3. Identify Current Choice
7.4. Doubt or Question Current Choice
Help the Other Person Go Beyond Self-Imposed Limits
7.5. Explore Alternatives
Explore a Higher Intention
Address Objections and Misunderstandings
7.6. Confirm New Choice
Respect How He Likes to Buy and Use It
Give an Extra Nudge
Next Steps

8. Index (paperback only)

9. About the Author: Roger Ellerton, PhD, CMC

Trade Paperback / 6" x 9" / 148 pages
Published by Renewal Technologies Inc.
Paperback ISBN 978-0-9784452-4-9. E-book ISBN 978-0-9784452-5-6