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Persuasion IQ

Podcast with Kurt W. Mortensen, a leading authority on persuasion, motivation and influence

Kurt Mortensen Kurt Mortensen

Why are people lying to you?

Welcome to a Success Strategies edition of Total Picture Radio with Peter Clayton reporting. Kurt W. Mortensen is one of America's leading authorities on persuasion, motivation and influence. He has spent 15 years researching personal development and motivational psychology and is the author of Persuasion IQ: The 10 Skills You Need to Get Exactly What You Want (AMACOM). Mortensen 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.

About Persuasion IQ

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.

Peter Clayton

About Peter Clayton

Peter Clayton, Producer/Host, is an award-winning producer/director of radio, television, documentary, video, interactive and Web-based media who has created breakthrough media for a wide array of Fortune 100 clients.


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