Overview

Authentic influence is about more than creating a strong initial connection--it’s about sustaining professional relationships long after an agreement has been reached. 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 Based on their commitment to listening, genuine engagement, and the pursuit of win-win outcomes, doctors and authors Mark Goulston and John Ullmen share a new method that business leaders can utilize to persuade others. In Real Influence, Goulston and Ullem teach you how 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. Outdated approaches that portray influence as a means to get your way invites resistance and cynicism from those who recognize the techniques. Manipulative tactics fail to produce the mutual trust that sustains successful relationships. 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.

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9781400238835

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Mark Goulston is a business adviser, consultant, coach, speaker, and psychiatrist. The author of Get Out of Your Own Way and other popular books, he blogs for Harvard Business Review, Fast Company, Business Insider, The Huffington Post, and Psychology Today; co-hosts a weekly radio show; and is featured frequently in major media, including The Wall Street Journal, Fortune, Newsweek, Time, CNN, Fox News, and the TODAY show.

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