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Real Influence: Persuade Without Pushing and Gain Without Giving In Mark Goulston, M.D.

Real Influence: Persuade Without Pushing and Gain Without Giving In By Mark Goulston, M.D.

Real Influence: Persuade Without Pushing and Gain Without Giving In by Mark Goulston, M.D.


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Summary

People won't put up with being sold to anymore. Discover the powerful four-step model for forming authentic, successful business relationships--the kind that survive.

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Real Influence: Persuade Without Pushing and Gain Without Giving In Summary

Real Influence: Persuade Without Pushing and Gain Without Giving In by Mark Goulston, M.D.

People won't put up with being sold anymore. If they sense they are being pushed, their guard goes up-and even if they do comply, lingering resentment undermines the relationship...maybe forever.

Yet, 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 That out-of-date approach invites resistance or cynicism from those who recognize the techniques. Manipulative tactics might occasionally wear down a colleague's or client's resistance, but they fail to produce the mutual trust that sustains successful relationships. In short, they just won't work in our sophisticated, post-selling world.

In this groundbreaking book, authors Mark Goulston and John Ullmen reveal a new model for authentic influence-the kind that creates a strong initial connection and survives long after agreement has been reached. Based on listening, genuine engagement and commitment to win-win outcomes, Real Influence provides a powerful four-step method you can use to:

* Examine your priorities

* Learn about the key players and what they need

* Earn their attention and motivate them to hear more

* Add value with your questions and actions

Complete with examples of the steps in action and insights from real-world power influencers, this one-of-a-kind guide shows that being straight with everyone means winning for all.

www.getrealinfluence.com

About Mark Goulston, M.D.

Mark Goulston, MD, is a business advisor, consultant, coach, speaker, and psychiatrist. The author of Get Out of Your Own Way and other popular books, he blogs for Harvard Business Review, Fast Company, Business Insider, The Huffington Post, and Psychology Today; and he is featured frequently in major media, including The Wall Street Journal, Fortune, Newsweek, Time, CNN, Fox News, and the TODAY Show. JOHN ULLMEN, PH.D., is an acclaimed executive coach whose clients include dozens of leading international firms. He oversees MotivationRules.com, conducts popular feedback-based seminars on influence in organizations, and teaches at the UCLA Anderson School of Management.

Table of Contents

CONTENTS

Foreword by Keith Ferrazzi ix

Introduction 1

SECTION 1 The Problem: Why Are You Struggling to Influence People? 5

1 The Dangers of Disconnect 7

2 Four Traps That Disconnect You 18

3 The Four Steps to Connecting and Influencing 33

SECTION 2 STEP #1 Go for Great Outcomes 41

4 The First R: Go for a Great Result 43

5 The Second R: Go for a Great Reputation 52

6 The Third R: Go for Great Relationships 66

SECTION 3 STEP #2 Listen Past Your Blind Spot 81

7 To Discover Their There, Listen to the Music 83

8 Master Level-Four Listening 91

9 To Influence, Be Influenceable 107

SECTION 4 STEP #3 Engage Them in Their There 119

10 Use the Three Gets of Engage 121

11 Push Their Buttons- Positively 135

12 Engage Across Cultures 144

SECTION 5 STEP #4 When You've Done Enough . . . Do More 155

13 Do More Before, During, and After 157

14 Do More in All Three Value Channels 171

15 Ask Other People to Do More 183

SECTION 6 Taking Real Influence to the Next Level 191

16 Let Adversity Lead You to Great Outcomes 193

17 Influence by Getting Out of the Way 203

18 Influence Positively After You've Made Big Mistakes 210

19 Let Gratitude Magnify Your Influence 219

SECTION 7 Putting It All Together 227

20 Case Study #1-A Fuzzy Rescue 229

21 Case Study #2-Everything Matters 234

22 Case Study #3-Poised for Life 237

23 Case Study #4-Taming a Temperamental Group 241

Epilogue 245

Acknowledgments 247

Index 251

About the Authors 259

Additional information

CIN081442015XVG
9780814420157
081442015X
Real Influence: Persuade Without Pushing and Gain Without Giving In by Mark Goulston, M.D.
Used - Very Good
Hardback
Amacom
20130216
272
N/A
Book picture is for illustrative purposes only, actual binding, cover or edition may vary.
This is a used book - there is no escaping the fact it has been read by someone else and it will show signs of wear and previous use. Overall we expect it to be in very good condition, but if you are not entirely satisfied please get in touch with us

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