Real Influence

Persuade Without Pushing and Gain Without Giving In

by Mark Goulston, Dr. John Ullmen, Arthur Morey

On Sale: 04/28/2020

Price: $20.99

Format: Downloadable audio file

Book Summary

People won’t put up with being “sold” to anymore. Discover the powerful four-step model for forming authentic, successful business relationships--the kind that survive.

About the Book

Authentic influence is about more than creating a strong initial connection--it’s about sustaining professional relationships long after an agreement has been reached. Based on their commitment to listening, genuine engagement, and the pursuit of win-win outcomes, authors Mark Goulston and John Ullmen share a new method that business leaders can use 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.

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? That out-of-date approach invites resistance and cynicism from those who recognize the techniques. Manipulative tactics fail to produce the mutual trust that sustains successful relationships. They simply won't work in our sophisticated, post-selling world.

Complete with examples of the steps in action and insights from real-world “power influencers,” Real Influence is a one-of-a-kind guide that showcases how being straight with everyone means winning for all.

Product Details

  • ISBN: 9781400223619
  • ISBN 10: 140022361X
  • Imprint: HarperCollins Leadership
  • On Sale: 04/28/2020
  • List Price: $20.99
  • Publisher: HarperCollins Leadership
  • Publication Date: 04/28/2020
  • Category 1 : BUSINESS & ECONOMICS / Business Communication / General
  • Category 2 : BUSINESS & ECONOMICS / Consumer Behavior
  • Category 3 : BUSINESS & ECONOMICS / Sales & Selling / General
  • Category 4 : BUSINESS & ECONOMICS / Skills