Real influence : persuade without pushing and gain without giving in / by Mark Goulston and John Ullmen
By: Goulston, Mark.
Contributor(s): Ullmen, John B.Publisher: New York : American Management Association, 2013Description: x, 258 p. ; 24 cm.ISBN: 9780814420157.Subject(s): Human relations | Interpersonal communication | Behaviour | PsychologyOnline resources: Download as an eBook
|Item type||Home library||Call number||Status||Notes||Date due||Item reserves|
|EBook||International||EBL Ebook (Browse shelf)||eBook||Available as an ebook here|
|Book||New Zealand||209 REA (Browse shelf)||Issued||30/09/2019|
THE PROBLEM: WHY ARE YOU STRUGGLING TO INFLUENCE PEOPLE? : The dangers of "disconnect" -- Four traps that "disconnect" you -- The four steps to connecting and influencing -- STEP #1 GO FOR GREAT OUTCOMES : The first "R": go for a great result -- The second "R": go for a great reputation -- The third "R": go for great relationships -- STEP #2 LISTEN PAST YOUR BLIND SPOT : To discover their there, listen to the music -- Master level-four listening -- To influence, be influenceable -- STEP #3 ENGAGE THEM IN THEIR THERE : Use the three gets of engage -- Push their buttons - positively -- Engage across cultures -- STEP #4 WHEN YOU'VE DONE ENOUGH… DO MORE : Do more before, during and after -- Do more in all three value channels -- Ask other people to do more -- TAKING REAL INFLUENCE TO THE NEXT LEVEL : Let adversity lead you to great outcomes -- Influence by getting out of the way -- Influence positively after you've made big mistakes -- Let gratitude magnify your influence -- PUTTING IT ALL TOGETHER : Case study 1 - a fuzzy rescue -- Case study 2 - everything matters -- Case study 3 - Poised for life -- Case study 4 - taming a temperamental group.
Argues that traditional methods of persuasion are no longer effective, and that the key to influencing others is to forge strong connections by focusing on other people's viewpoints. Presents a four-step model for becoming an effective influencer.