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Real influence : persuade without pushing and gain without giving in / Mark Goulston and John Ullmen ; foreword by Keith Ferrazzi.
- Format:
- Book
- Author/Creator:
- Goulston, Mark.
- Language:
- English
- Subjects (All):
- Communication in management--Psychological aspects.
- Communication in management.
- Persuasion (Psychology) in organizations.
- Physical Description:
- 1 online resource (272 p.)
- Edition:
- 1st ed.
- Place of Publication:
- New York : AMACOM, c2013.
- Language Note:
- English
- Summary:
- No manipulation, no capitulation-how to bring true influence to everything you do.
- Contents:
- Cover; Contents; Foreword; Introduction; SECTION 1 The Problem: Why Are You Struggling to Influence People?; 1 The Dangers of "Disconnect"; 2 Four Traps That "Disconnect" You; 3 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 Engage11 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 Life23 Case Study #4-Taming a Temperamental Group; Epilogue; Acknowledgments; Index; A; B; C; D; E; F; G; H; I; J; K; L; M; N; O; P; Q; R; S; T; U; V; W; Y; Z; About the Authors
- Notes:
- Includes index.
- ISBN:
- 9781283863049
- 1283863049
- 9780814420164
- 0814420168
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