Persuade Without Pushing and Gain Without Giving In
by MARK GOULSTON and JOHN ULLMEN
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 That out-of-date approach invites resistance or cynicism from those who recognize the techniques.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, postselling world.
In Real Influence [ISBN 978-0-8144-2015-7, $24.95; also available as an ebook], authors Mark Goulston and John Ullmen reveal a new model for authentic influence based on listening, genuine engagement, and commitment ...