22 July 2010 | Alyson Brett
By Jay Heinrichs, Penguin, £9.99
4 out of 5
A line on the back cover provides an excellent summary of what the reader can expect: “How to shine at work, avoid speeding tickets and outwit argumentative partners.” The art of winning arguments, persuading colleagues and getting your point across is effectively brought to life.
This is an entertaining read, a well researched and, at times, academic approach to the art of debate. It highlights the philosophy and theory of classical scholars such as Aristotle, blended with reference to modern day orators such as Barack Obama and classic moments from The Simpsons. The author is a lecturer and “persuasion consultant” which are both reflected to good effect here.
The structure and style of the book makes this an easy read with useful tactics to try out yourself, and anecdotes included on every page. These proved helpful to dip back into and for when references to philosophers got a bit heavy. The author helps the reader build up a stock of persuasion tools and techniques, assembling an “armoury” as the book progresses.
In particular, the approaches to the psychology of debate, how to make the right connection, deliver the right message for your audience to make your point, and gain advantage make this a useful reference guide for purchasing and supply professionals.
The acid test is whether this book will help you get your own way with an argumentative child or partner: I’d definitely recommend trying this at home as well as at work.
Alyson Brett is Chief executive, NHS South East Coast Collaborative Procurement Hub
