Persuasion IQ: The 10 Skills You Need to Get Exactly What You Want [Hardcover]

Kurt W. Mortensen (Author)

Book Description

Publication Date: June 11, 2008

Everything we want in life comes as a direct result of persuasion. Regardless of our job titles, careers, dreams, or goals, our ability to influence others is the key to success. Whether we're selling a product, presenting an idea, asking for a raise, or influencing someone to be a better person, persuasion is the magic ingredient. Yet despite the fact that much has changed in recent years regarding how people are persuaded - having become more discerning due to an onslought of countless persuasive messages through e-mail, TV, and other media every day - many of us continue to use outdated techniques for convincing others...or worse yet, have no technique at all.Kurt Mortensen, through his Persuasion Institute, has sought out and studied the world's top persuaders, and with his specially formulated "Persuasion I.Q" assessment - the most comprehensive persuasion resource available today - he lets readers in on the essential habits, traits, and skills necessary to cultivate their natural persuasive abilities.

Editorial Reviews

From Publishers Weekly

Mortensen (Maximum Influence) draws on Howard Gardner's research on multiple forms of intelligence and Daniel Goleman's Emotional Intelligence to introduce his concept of PQ—the specialized intelligence required for the art of persuasion. While the book is primarily geared toward marketing and sales professionals, the author argues that the inability to command influence is a universal personal and professional dilemma; he makes a compelling case that teachers, social workers, parents and spouses can benefit enormously from the respect power that accompanies finely tuned people skills. Mortensen invokes great communicators from Confucius and Thoreau to corporate CEOs to present PQ's key components (the five C's of trust: character, competence, confidence, credibility and congruence) and rewards (more sales and fruitful negotiations, higher incomes, happier relationships). Sections on mirroring and other nonverbal persuasion techniques are especially fascinating, and the author's emphasis on developing self-knowledge as a crucial ingredient will inspire readers to determine their purpose and passion. Mortenson's insights are enriched by anecdotes, humorous illustrations, a persuasion IQ test and an accessible step-by-step structure. Simultaneously useful and entertaining, this book is a thought-provoking examination into developing a vital talent. (June)
Copyright © Reed Business Information, a division of Reed Elsevier Inc. All rights reserved.

Review

"Simultaneously useful and entertaining, this book is a thought-provoking examination into developing a vital talent.” Publishers Weekly

See all Editorial Reviews

Product Details

• Reading level: Ages 18 and up
  
• Hardcover: 336 pages
• Publisher: AMACOM (June 11, 2008)
• Language: English
• ISBN-10: 0814409938
• ISBN-13: 978-0814409930
• Product Dimensions: 9.2 x 7.2 x 1.2 inches
• Shipping Weight: 1.1 pounds (View shipping rates and policies)
• Average Customer Review: 3.4 out of 5 stars  See all reviews (17 customer reviews)
• Amazon Best Sellers Rank: #71,928 in Books (See Top 100 in Books)
  • #76 in Books > Business & Investing > Management & Leadership > Negotiating

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

Most Helpful Customer Reviews

22 of 31 people found the following review helpful:

1.0 out of 5 stars Kurt Mortenson doesn't walk the talk, February 4, 2009

By 

K. Yow "yow" (kirkland wa usa) - See all my reviews
(REAL NAME)   

This review is from: Persuasion IQ: The 10 Skills You Need to Get Exactly What You Want (Hardcover)

A couple of years ago, I took a class with Kurt and signed up for his year long coaching at a tune of $6,000.00. Now mind you, I've spent a lot of money on coaching and training over the years and this was absolutely the worst, and I mean absolutely the worst training (if you can call it that)I have ever received. Someone in my organization signed he and his wife up for an even bigger coaching package than me($30,000) and still hasn't received a refund. We were told there were so many unhappy customers, they can't refund everyone's money which is their guarantee.

Kathleen Yow-Wells
Kirkland, WA

After months and Better Business Bureau in Utah, I did get a partial refund, but they still owe me $1500.00.

I wouldn't buy anything extra from Kurt Mortenson, i.e. trainings or coaching packages.

5 of 7 people found the following review helpful:

1.0 out of 5 stars Boring, tedious, persuasion anti-thesis, June 27, 2009

By 

MythBuster DownUnder (Perth, Australia) - See all my reviews

This review is from: Persuasion IQ: The 10 Skills You Need to Get Exactly What You Want (Hardcover)

I own and I've read many (most?) books on persuasion and found most of them to be at best average. Most fail to persuade the reader. This one is one of the worst. It rehashes the old (and by now tired) principles form Cialdini's Influence, while not adding anything new or useful.

The writing style lacks enthusiasm, leaves you bored and uninspired. If an "expert" on persuasion fails to persuade the reader to keep reading, his credibility suffers. The only reason I kept reading is to find out if things get better towards its end. They don't. If there has ever been a book that looked like it was written by a committee, this would come very close.

2 of 3 people found the following review helpful:

4.0 out of 5 stars Compendium of techniques for persuasion and success, December 12, 2008

By 

Rolf Dobelli "getAbstract" (Switzerland) - See all my reviews
(HALL OF FAME REVIEWER)    (TOP 500 REVIEWER)    (REAL NAME)   

This review is from: Persuasion IQ: The 10 Skills You Need to Get Exactly What You Want (Hardcover)

This book is a useful primer for learning well-established persuasion techniques. Although author Kurt Mortensen makes few new points, he does a good job of compiling and synthesizing the current wisdom. Nothing here will challenge readers who are already familiar with the art, but newbies will find Mortensen's book a useful introduction, with references to classic motivational writers such as Napoleon Hill, time-management gurus such as Stephen Covey and classic thinkers such as Ben Franklin and Mohandas Gandhi. His enthusiasm helps, as do his checklists and examples. getAbstract recommends his book to aspiring salespeople and negotiators, and to anyone else who wants to improve his or her persuasion skills but doesn't know where to start.