Real Influence (eBook)

Persuade Without Pushing and Gain Without Giving In

Mark Goulston, John Ullmen (Autoren)

eBook Download: EPUB

2013 | 1. Auflage
256 Seiten
Amacom (Verlag)
978-0-8144-2016-4 (ISBN)

Infos

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 That out-of-date approach invites resistance or cynicism from those who recognize the techniques.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.

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Authentic influence is about more than creating a strong initial connection--it's about sustaining professional relationships long after an agreement has been reached. 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?Based on their commitment to listening, genuine engagement, and the pursuit of win-win outcomes, doctors and authors Mark Goulston and John Ullmen share a new method that business leaders can utilize to persuade others. In Real Influence, Goulston and Ullem teach you how 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. Outdated approaches that portray influence as a means to get your way invites resistance and cynicism from those who recognize the techniques. Manipulative tactics fail to produce the mutual trust that sustains successful relationships. Complete with examples of the steps in action and insights from real-world "e;power influencers,"e; Real Influence is a one-of-a-kind guide that showcases how being straight with everyone means winning for all.

Produkt-Details

• Erscheint lt. Verlag: 22.8.2023
• Vorwort: Keith Ferrazzi
• Sprache: englisch
• Themenwelt: Wirtschaft ► Betriebswirtschaft / Management ► Marketing / Vertrieb
• Themenwelt: Wirtschaft ► Volkswirtschaftslehre ► Mikroökonomie
• ISBN-10: 0-8144-2016-8 / 0814420168
• ISBN-13: 978-0-8144-2016-4 / 9780814420164