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Real Influence: Persuade Without Pushing and Gain Without Giving In,Used
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Authentic influence is about more than creating a strong initial connectionits about sustaining professional relationships long after an agreement has been reached. Based on their commitment to listening, genuine engagement, and the pursuit of winwin 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 pushedtheir 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 outofdate 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, postselling world. Complete with examples of the steps in action and insights from realworld power influencers, Real Influence is a oneofakind guide that showcases how being straight with everyone means winning for all. www.getrealinfluence.com
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