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Maximum Influence: The 12 Universal Laws of Power Persuasion Paperback – June 1, 2004


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Product Details

  • Paperback: 240 pages
  • Publisher: AMACOM; 1st edition (June 2004)
  • Language: English
  • ISBN-10: 0814472583
  • ISBN-13: 978-0814472583
  • Product Dimensions: 9 x 6.2 x 0.8 inches
  • Shipping Weight: 14.4 ounces
  • Average Customer Review: 4.7 out of 5 stars  See all reviews (36 customer reviews)
  • Amazon Best Sellers Rank: #375,394 in Books (See Top 100 in Books)

Editorial Reviews

Review

"The Roanoke Times: ""A powerful tool for those in sales, for those wishing to influence a boss or for those wanting others to do different.""

Black Men magazine: ""This book has applications in all areas of your life...Convince anyone to give you anything, anywhere, anytime!"""

Review

A Library Journal "Best Business Book of 2004" Selection


More About the Author

Kurt W. Mortensen is one of America's leading authorities on persuasion, motivation, and influence. He has devoted nearly 20 years to understanding and teaching the traits, habits, and mindset of exceptional achievers. A highly sought after consultant, trainer, seminar leader, and speaker, he excels at combining scientific research with real-world studies and timeless stories to inform, entertain, and inspire audiences. He is also the author of several books, including Maximum Influence, Persuasion IQ and Laws of Charisma. Take your Persuasion IQ test at www.persuasioniq.com.

Customer Reviews

4.7 out of 5 stars
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See all 36 customer reviews
Worth the read twice to pick up all the info in it.
Graham Wilson
When a book on persuasion leaves you uncomfortable over how easy it is to manipulate people, it has probably done a good job.
Rolf Dobelli
Kurt puts forth his information in an easy to follow, and easy to implement manner.
A. Wood

Most Helpful Customer Reviews

32 of 35 people found the following review helpful By J. Brewster on March 31, 2005
Format: Paperback
If you have ever read Cialdini's INFLUENCE, then the title of this book says it all. MAXIMUM INFLUENCE is influence and persuasion for our day and age. Some techniques have been worn out by old school sales people and rookies alike, but Mortensen is able to show you how to effectively use them today...not to mention the techniques and "laws of persuasion" I have never seen mentioned in another book. As a sales manager for many years, I purchase this for all my employees and whole heartedly reccomend it to any one who persuades for a living.
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72 of 88 people found the following review helpful By Mrs Cat on December 31, 2004
Format: Paperback Verified Purchase
This isn't a bad book, and if you are new to selling and such this might be a decent starter book for you. However, Mortensen presents some very bad ideas and really does not give you fair enough warning about deploying said bad ideas. One of the first ones that he offers us is the "obligation". If you do something nice for someone else they will feel obligated to you to return the favor many fold. Look, I have had this one pulled on me so often, I see it coming a mile away. So do a lot of other people. It is an old tired shtick. Kurt presents it at the beginning of the book, talks about it and does warn you that it can be misinterpreted or over used. I would say it should be retired and not even discussed. Get another idea.

This is my problem with many of the approaches discussed in this book, they were tired and old and overused. Not many fresh perspectives. It isn't a bad thing to read Maximum Influence, but I would certainly look to another book to learn to sell well. Roger Fisher's "Getting to Yes" is far superior. It is all about negotiations, and that is where selling really either succeeds or fails.

Sorry, I'd like to say this was the best book on sales, but I can't. Only gets 3 stars.
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19 of 22 people found the following review helpful By Rolf Dobelli HALL OF FAME on February 22, 2005
Format: Paperback
When a book on persuasion leaves you uncomfortable over how easy it is to manipulate people, it has probably done a good job. Author Kurt W. Mortensen, who warns that persuasion, like other tools, can be used for good or evil, will probably raise your hackles as he takes you deeper into the world of manipulation. His advice on how to become a "Master Persuader" is convincing. Reading this volume may tell you how to win the persuasion game, but, by itself, it will not equip you to do so any more than a roadmap will transport drivers to their destinations. Luckily for buyers and voters everywhere, it takes years of experience to learn how and when to apply the lessons taught in this book. That said, within these pages the craft of craftiness is laid plain for all to read. Machiavelli move over - Mortensen wants to teach you some new persuasive techniques. We recommend this book to those whose livelihoods depend on altering hearts and minds.
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14 of 16 people found the following review helpful By Gavin Poulton on July 20, 2004
Format: Paperback
Kurt has really created a masterpiece! This is great for beginning and veteran persuaders alike. Most books on this subject I read once and I don't pick them up again, but this book is so full of new content I get something out of it everytime I pick it up. I specifically love how the chapters are so well divided into different laws, because often times I just want to focus on one law or even a small part of one law and this book is divided in such a way that to me it is more like a toolbox of ideas of which I can pick and choose what I need. This book is helping me to understand that persuasion has changed and I need to as well.
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28 of 36 people found the following review helpful By Igor Mandrosov on April 29, 2005
Format: Paperback
It is a decent book, no doubt.

I am sure it is legal to copy and paste about 50% of Cialdini's Influence book (examples, sdudies, etc...), because all of them are in public domain. BUT, IMHO, this book is nothing but an attempt to do the remake of a classic (like in movies, you know). Yeah, it reads a little easier, it is more modern and it has Dr. Covey's approval, but I would suggest to read Cialdini's book first and see for yourself.

Igor
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8 of 9 people found the following review helpful By Reg Nordman on February 21, 2007
Format: Paperback
A very practical book that seems to have pretty well everything you would want to know about persuasion in one easy to read volume. He has 12 laws that make sense as well as a checklist to ensure you have the best chance to persuade your audience. Definitely a library keeper, especially if you are a salesperson, in marcomm, or a speaker/presenter. Lesson reinforced, information helps persuade, emotion sells the deal. The twelve power laws are:

Dissonance

Obligation

Connectivity

Social Validation

Scarcity

Verbal Packaging

Contrast

Expectations

Involvement

Esteem

Association

Balance
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12 of 15 people found the following review helpful By T. G. Stewart on September 14, 2004
Format: Paperback Verified Purchase
Maximum Influence ranks with the best books that I have studied in the field of sales and persuasion. It is easy to read and understand yet it is backed up with psycological research. These principles work. You just need to take the time to study and learn them. It is a no nonsense guide to understanding how to motivate people to do what you want.... and like it!
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4 of 4 people found the following review helpful By Stephen D. Palmer on December 30, 2009
Format: Paperback Verified Purchase
Anyone who has read Robert Cialdini's "Influence: The Psychology of Persuasion" will recognize this author's use of many of the exact same research studies. In fact, they feel like they were almost copied verbatim. This immediately turned me off.

Having said that, I still recommend the book to anyone seeking to improve their persuasion knowledge and skills. You'll get much of the content from other books that I've personally found more useful and better written, but he does add enough additional insights for the book to be worth the price and the time spent.

Specifically, one chapter I got a lot of value from is "The Law of Involvement: Create & Awaken Curiosity," which gives details and pointers on increasing participation, creating atmosphere, maintaining attention, using questions, telling stories, repeating and re-packaging, building suspense and distraction, generating competition, and engaging the five senses.

The book is organized well and the author makes the content relevant and applicable to everyone.
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