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Summary

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 That out-of-date approach invites resistance and cynicism from those who recognize the techniques.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. 

©2013 Mark Goulston and Dr. John Ullmen (P)2020 HarperCollins Leadership

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  • L. Counts
  • 28-08-20

great teaching points

I had no idea just how great a read this was going to be. The stories are very relevant. I enjoyed this book.

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  • Anonymous User
  • 14-12-21

power thanks

power thank yous. I will be practicing power thank yous regularly from now on.