| Description |
1 online resource (x, 258 pages) |
| Physical Medium |
polychrome |
| Description |
text file |
| Summary |
While much of Dale Carnegie's 1930s wisdom still rings true, it reflects a very different age. Today we live in a more sophisticated and less trusting world, where good intentions are rarely assumed, manipulative tactics are readily detected, and persuasion efforts are suspect. This makes influencing much more difficult. In this post-pushing, post-selling world, influence can no longer be viewed as something you do to someone to get what you want. In fact, real influence isn't even about what you want--it's about forging strong connections by focusing on other people's viewpoints, giving before asking for anything, and striving for win-win outcomes. The authors show why this kind of "connected" influence is the secret to achieving not only short-term gains, but long-term success, and provide a blueprint for getting buy-in, agreement, and enduring loyalty from anyone by using authentic communication, empathy, and engagement.--From publisher description. |
| 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. |
| Note |
Includes index. |
| Local Note |
eBooks on EBSCOhost EBSCO eBook Subscription Academic Collection - North America |
| Subject |
Persuasion (Psychology) in organizations.
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Persuasion (Psychology) in organizations. |
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Communication in management -- Psychological aspects.
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Communication in management. |
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Psychological aspects. |
| Genre/Form |
Electronic books.
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Electronic books.
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| Added Author |
Ullmen, John B., 1966- author.
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| Other Form: |
Print version: Goulston, Mark. Real influence. New York : American Management Association, ©2012 9780814420157 (DLC) 2012035931 (OCoLC)794037016 |
| ISBN |
9780814420164 (electronic book) |
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0814420168 (electronic book) |
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9780814420157 |
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081442015X |
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