Our ability to sell our products or ideas that he projects sagisse is more than ever central to our business efficiency. Indeed, the author has measured that, outside of commercial businesses, professionals spend on average 40% of their time trying dinfluencer other, either for resources, adhering partners in a project or just get their employees to focus on certain priorities. Thus we are all regular dealer position. Based on this observation, Daniel Pink examines what has changed in sales in recent years. He drew particular attention to the fact Quinternet radically changed the relationship between buyer and seller, because of a facilitated access to hiding information. Therefore, the model slightly pressing Seller door to door for 1970-80, which based its success on the fact that the client had a choice and access to restricted hiding information, is seriously challenged. To hold the competition with the large supermarket Internet quest, the "seller" has three cards to play: his ability to attune to the other to get in emotional resonance with him, his optimism for positive emotions have a strong power of contagion and its ability to position itself as a partner in the other laidant forward. Daniel Pink describes, for each of these cards, social and cognitive mechanisms that make it work. A book strongly supported the research in behavioral sciences and to better understand how to remove "naturally" ladhésion of his interlocutors.
