Real influence : persuade without pushing and gain without giving in /: persuade without pushing and gain without giving in. (©2013)

• Record Type: Book
• Further Information: Note: Mark Goulston and John Ullmen ; foreword by Keith Ferrazzi.
• Authors: Goulston, Mark; Ullmen, John B, 1966-
• Contents: Section 1. 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 -- Section 2: 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 -- Section 3: Step #2. Listen past your blind spot. To discover their There, listen to the music ; Master level-four listening ; To influence, be influenceable -- Section 4: Step #3. Engage them in their There. Use the Three Gets of engage ; Push their buttons--positively ; Engage across cultures -- Section 5: 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 -- Section 6: 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.
• Publisher Details: New York : American Management Association
• Publication Date: 2013
• Copyright Date: 2013
• Extent: 1 online resource (x, 258 pages)
• Subjects: 658.4/5; BUSINESS & ECONOMICS / Sales & Selling / General; BUSINESS & ECONOMICS -- Business Communication -- General; Persuasion (Psychology) in organizations; Persuasion (Psychology) in organizations; Communication in management -- Psychological aspects; Electronic books
• Languages: English
• ISBNs: 9780814420164; 0814420168
• Related ISBNs: 9780814420157; 081442015X
• Notes: Note: Print version record.
• Access Rights: Legal Deposit; Only available on premises controlled by the deposit library and to one user at any one time; The Legal Deposit Libraries (Non-Print Works) Regulations (UK).
• Access Usage: Restricted: Printing from this resource is governed by The Legal Deposit Libraries (Non-Print Works) Regulations (UK) and UK copyright law currently in force.