Real Influence Persuade Without Pushing and Gain Without Giving In 1st edition by Mark Goulston,John Ullmen – Ebook PDF Instant Download/Delivery:081442015X , 978-0814420157
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Product details:
ISBN 10:081442015X
ISBN 13:978-0814420157
Author:Mark Goulston,John Ullmen
Authentic influence is about more than creating a strong initial connection–it’s about sustaining professional relationships long after an agreement has been reached. Based on their commitment to listening, genuine engagement, and the pursuit of win-win outcomes, authors Mark Goulston and John Ullmen share a new method that business leaders can use to examine priorities, learn about the needs of key players, earn others’ attention, motivate others to hear more, and add value with question and actions. When others sense they are being pushed–their guard goes up. In business interactions, even if the person you are pitching to does comply with your requests, lingering resentment may undermine the relationship forever. So why do most books on influence still portray it as something you do to someone else to get your way? That out-of-date approach invites resistance and cynicism from those who recognize the techniques. Manipulative tactics fail to produce the mutual trust that sustains successful relationships. They simply won’t work in our sophisticated, post-selling world. Complete with examples of the steps in action and insights from real-world “power influencers,” Real Influence is a one-of-a-kind guide that showcases how being straight with everyone means winning for all. www.getrealinfluence.com
Real Influence Persuade Without Pushing and Gain Without Giving In 1st Table of contents:
Introduction 1
SECTION 1 The Problem: Why Are You Struggling to Influence People?
1 The Dangers of “Disconnect”
2 Four Traps That “Disconnect” You
The Four Steps to Connecting and Influencing
SECTION 2 STEP #1 Go for Great Outcomes
4 The First “R”: Go for a Great Result
5 The Second “R”: Go for a Great Reputation
6 The Third “R”: Go for Great Relationships
SECTION 3 STEP #2 Listen Past Your Blind Spot
7 To Discover Their There, Listen to the Music
8 Master Level-Four Listening
9 To Influence, Be Influenceable
SECTION 4 STEP #3 Engage Them in Their There
10 Use the Three Gets of Engage
11 Push Their Buttons— Positively
12 Engage Across Cultures
SECTION 5 STEP #4 When You’ve Done Enough . . . Do More
13 Do More Before, During, and After
14 Do More in All Three Value Channels
15 Ask Other People to Do More
SECTION 6 Taking Real Influence to the Next Level
16 Let Adversity Lead You to Great Outcomes
17 Influence by Getting Out of the Way
18 Influence Positively After You’ve Made Big Mistakes
19 Let Gratitude Magnify Your Influence
SECTION 7 Putting It All Together
20 Case Study #1—A Fuzzy Rescue
21 Case Study #2—Everything Matters
22 Case Study #3—Poised for Life
23 Case Study #4—Taming a Temperamental Group
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