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Since both are based on understanding the principles of human
action, it's easy to see why these two terms, "Persuasion" and
"Manipulation" - as opposite as they are in reality - are so
often confused. In this article, you'll learn the difference
between the two, and the difference in the lives of others (and
yourself) that these terms make. -----------------------
Question: Donna from Florida writes: "Bob, I loved the
explanation in your book regarding the difference between
positive persuasion and manipulation. Would you explain it for
those who may not have read your book?" -----------------------
Persuasion
Versus Manipulation
By Bob Burg
Great point Donna (and thank you for the compliment). Actually,
the explanation, as pointed out in the book, wasn't my
explanation at all, but that of Dr. Paul Swets, author of the
fabulous book, "The Art of Talking So That People Will Listen."
(www.amazon.com).
He explains that "Manipulation aims at control, not
cooperation. It results in a win/lose situation. It does not
consider the good of the other party. Persuasion is just the
opposite. In contrast to the manipulator, the persuader seeks
to enhance the self-esteem of the other party. The result is
that people respond better because they are treated as
responsible, self-directing individuals."
Bob Burg http:www.burg.com is author of Endless Referrals:
Network Your Everyday Contacts Into Sales, Winning Without
Intimidation and The Success Formula.
He has a full line of books, ebooks and CDs from which everyone
can grow and prosper. Check them out by going to
http:www.burg.com , then click on the
link to his online store.
Bob also publishes a free weekly ezine to which you can
subscribe going to http://www.burg.com/newsletter.html.
Burg Communications, Inc.
PO Box 7002
Jupiter, FL 33468-7002
(800) 726-3667
bob@burg.com
Copyright 1998 Burg Communications, Inc.
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