REAL INFLUENCE: PERSUADE WITHOUT PUSHING AND GAIN WITHOUT GIVING IN
Book ID/图书代码： 00431012B54219
English Summary/英文概要： People won’t put up with being “sold” anymore. If they sense they are being pushed, their guard goes up—and even if they do comply, lingering resentment undermines the relationship...maybe forever.Yet, 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 That out-of-date approach invites resistance or cynicism from those who recog nize the techniques. Manipulative tactics might occasionally wear down a colleague’s or client’s resistance, but they fail to produce the mutual trust that sustains successful relationships. In short, they just won’t work in our sophisticated, post-selling world.
In this groundbreaking book, authors Mark Goulston and John Ullmen reveal a new model for authentic influence—the kind that creates a strong initial connection and survives long after agree ment has been reached. Based on listening, genuine engagement and commitment to win-win outcomes, Real Influence provides a powerful four-step method you can use to:
Examine your priorities • Learn about the key players and what they need • Earn their attention and motivate them to hear more • Add value with your questions and actions
Complete with examples of the steps in action and insights from real-world “power influencers,” this one-of-a-kind guide shows that being straight with everyone means winning for all.
Chinese Summary/中文概要： 人们已经不会忍受被“卖”了。如果他们感觉到他们被强迫了，他们就会开启自我防护——即使他们遵守，也许永远就破坏了彼此之间的关系，从此怨恨挥之不去。然而，大多数书籍把影响力仍然描绘成一些你为别人“做”而达到自己的目的。那种过时的方式却使得掌握这些技巧的人受到拒绝和冷嘲热讽。巧妙处理策略有可能偶尔会消弱同事或者顾客的抵触情绪，但他们未能为成功维系一段关系产生足够的信任。简而言之，他们只是不能好好服务于我们的复杂、销售的世界。
在这本独创性的书中，作者Mark Goulston和John Ullmen展现了一个真实影响力的新典范——那种创建一个强大的初始联系和最大化同意的存在。基于倾听，真正的参与和承诺的成功，为真实影响力提供了一个强大的四步法，你可以借鉴：检查你做事的优先顺序；了解关键因素和他们的需求；引起他们的注意，鼓动他们以获得更多的信息；增加你的问题和行动的价值。
从真实世界的“权力影响力”行动和见解步骤的完整的例子中，这独一无二的指南显示，与每个人都坦诚相待意味着赢得所有。(LNL)
Awards/获奖情况：MARK GOULSTON是一位医学博士，（洛杉矶，化学文摘）是一个商业精神病学家和顾问，作者的畅销书是《听》（978-0-8144-1403-3），PBS电台的特别节目“和GOULSTON博士一起听”。他为论坛报写专栏：博客快速公司，商业内幕，赫芬顿邮报，今日心理学，尤其是经常出现在主要媒体包括《华尔街日报》、《哈佛商业评论》、《财富》、《新闻周刊》、CNN、NPR、福克斯新闻。
JOHN ULLMEN，哲学博士，（洛杉矶，化学文摘）是一位国际知名的高管教练和基于反馈开展组织中的影响力的研讨会。他任教于加州大学洛杉矶分校安德森管理学院。
About the Author/作者介绍： MARK GOULSTON, M.D., (Los Angeles, CA) is a business psychiatrist and consultant, author of the bestselling Just Listen (978-0-8144-1403-3), and subject of the PBS special “Just Listen with Dr. Goulston.” He writes a Tribune syndicated career column; blogs for Fast Company, Business Insider, Huffington Post, and Psychology Today; and is featured frequently in major media including The Wall Street Journal, Harvard Business Review, Fortune, Newsweek, CNN, NPR, and Fox News. JOHN ULLMEN, PH.D., (Los Angeles, CA) is an internationally acclaimed executive coach and conducts popular feedback-based seminars on influence in organizations. He teaches at the UCLA Anderson School of Management.
Format:HARDCOVER
Rights Status/版权销售情况：Simplified Chinese/简体中文：SOLD
Complex/Traditional Chinese/繁体中文：AVAILABLE(到期可授)
Sales in other countries/其他国家销售情况：
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