How to Speak so People Listen is filled with specific concepts and models. To make a valuable resource for readers, and to introduce non-readers to some of the core concepts of the book, I have created a dictionary. As a bonus, this dictionary also contains additional terms and ideas that are not contained in How to Speak so People Listen. It is in 16 parts and has around 100 entries. If you like dictionaries – take a look too at The Yes/No Dictionary based on my earlier book, The Yes/No Book.

Part 15: People who Speak and we Listen

Lots of great thinkers and researchers have contributed ideas to How to Speak so People Listen. I salute and thank them all.


Aristotle; Ancient Greek philosopher and scientist, who gave us the three things we need, to persuade others (pages 75-82 of How to Speak so People Listen).

Donald Broadbent; Psychologist who studied dichotic listening (qv).

Colin Cherry; Psychologist who studied the cocktail party effect (qv).

Cicero; Roman lawyer, politician and orator, who codified the structure of a persuasive speech (pages 60-63 of How to Speak so People Listen) and the five parts of speaking (page 176 of How to Speak so People Listen) – also known as the five canons of rhetoric (qv).

Amy Cuddy, Dana Carney and Andy Yap; Researchers who developed the power poses (qv). You can watch Amy Cuddy speak eloquently about them at TED, on the resources tab�of the Speak so People Listen page.

Paul Grice; Philosopher of language who studied how conversations work.

Albert Mehrabian; Psychologist who studied the way we process conflicting messages. See a video about ‘the Mehrabian Myth’ on the resources tab�of the Speak so People Listen page.

Bernice McCarthy; Educationalist who devised the 4MAT system for learning, which starts with the question �why?�

Robert Miller and Gary Williams; Consultants who developed a model of the different ways that different people need to be persuaded to make a decision (pages 104-105 of How to Speak so People Listen).

Robert Plutchik; Psychologist who studied affect (qv) and developed the Plutchik model (qv) to show organise and represent the range of human emotions.

Giacomo Rizzolatti; Neuro-physiologist who discovered mirror neurons (qv).

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