Straight to Yes: Asking with Confidence and Getting What You Want

Straight to Yes: Asking with Confidence and Getting What You Want

Released March 2013
Publisher(s): Capstone
ISBN: 9780857083753

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Book description

MAKE YOURSELF A "YES" MAGNET

You've finally plucked up the courage to ask for something. The afternoon off. A pay rise. Then comes that crucial moment where you wait with baited breath for the response. It's tense, but it doesn't have to be. You just need to master the art of 'the ask'.

Taking a direct, light-hearted, wholly practical approach, Haider Imam zooms straight in on that moment of truth providing a set of proven tools and techniques for getting to 'yes,' every time. He instils readers with the confidence to ask bigger, more often and even ask for the impossible - and to get it.

  • Based on sound psychological principles, Straight To Yes! offers tonnes of winning ways to make requests that get you to 'yes'

  • Wholly practical in style and content, the book features accessible, straightforward techniques readers can put into action immediately

  • Designed for quick-reference while on the move, it affords instant access to specific, step-by-step, single-page techniques as needed

Table of contents

  1. Cover
  2. Endorsements
  3. Epigraph
  4. Title page
  5. Copyright page
  6. Dedication
  7. Introduction: Why Getting “Straight to Yes!” is So Relevant Today
    1. An Evolving Business Paradigm
    2. An Increasing Need to Create Buy-In
    3. A Fight for Resources
    4. A Challenge Closer to Home
    5. Time: The New Currency
    6. In Summary
    7. Suggestions on How Best to Use This Book
    8. Ethics and the Beautiful Dark Side
  8. CHAPTER 1 Asking: The “Inner Game”
    1. You Were Born to Ask
    2. Naturally “X” People
    3. The Inhibitors
  9. CHAPTER 2 Getting Ready for the Ask
    1. A Handy Preparation Checklist
    2. Choose Your Ask
    3. Practical Advice before the Ask
    4. Are You Ready?
  10. Part One: Asking with Frames in Mind
    1. What’s Frames Got to Do With It?
    2. CHAPTER 3 Consistency
      1. 1. The Consistency Two-Step
      2. 2. Foot-in-the-Door
      3. 3. Invisibly Consistent
      4. 4. Make Them Work for It
      5. 5. Paltry Requests
      6. Consistency: A Summary
    3. CHAPTER 4 Same and Different
      1. 1. A Familiar Contrast
      2. 2. Undesired to Desired
      3. 3. Rejection then Retreat (Door-in-the-Face Technique)
      4. 4. That’s Not All . . . (TNA)
      5. 5. Freedom Shopping
      6. 6. Choices: Gold, Silver, Bronze
      7. 7. Ugly Twin
      8. 8. Time for a Rhyme?
      9. 9. The Font of Success
      10. Same and Different: A Summary
    4. CHAPTER 5 Ready for Business
      1. 1. Requests as Opportunities
      2. 2. The Sharp Angle
      3. 3. Contingency Contracts
      4. 4. Leveraging “Buying Signals”
      5. 5. Assumptive Ask
      6. 6. Alternative Choice
      7. 7. How Much is That, Compared to a Cup of Joe?
      8. Ready for Business: A Summary
    5. CHAPTER 6 The Way We See It
      1. 1. The Pygmalion Effect
      2. 2. Self-Persuasion
      3. 3. Hypothetical Frames (WWHTH?)
      4. The Way We See It: A Summary
      5. Asking with Frames in Mind: A Summary
  11. Part Two: Asking with Tribes in Mind
    1. What’s Tribes Got to Do with It?
    2. CHAPTER 7 Body Talk
      1. 1. Right Ear, Right Now
      2. 2. Smile!
      3. 3. A Touching Request
      4. 4. The Eyes Have It
      5. 5. Up Close and Personal
      6. 6. The Outstretched Hand
      7. 7. Down with Credibility
      8. 8. Smooth Talker
      9. Body Talk: A Summary
    3. CHAPTER 8 The Name’s Bond . . .  Social Bond
      1. 1. Give First, Ask Later
      2. 2. “Don’t Feel Obliged”
      3. 3. Flattery
      4. 4. Ask for Trust
      5. 5. Swap Trumpets
      6. The Name’s Bond . . . Social Bond: A Summary
    4. CHAPTER 9 The Wider Tribe
      1. 1. Herd Mentality
      2. 2. Affiliation and Aspiration
      3. 3. Social Taboo
      4. 4. Authority and Insider Knowledge
      5. 5. Shared Standards
      6. 6. Demonstrate Leadership
      7. The Wider Tribe: A Summary
    5. CHAPTER 10 Progressive Feedback Loops
      1. 1. Polly Wants a Cracker, Not “A Salted Biscuit”
      2. 2. The Power of “Yes”
      3. Progressive Feedback Loops: A Summary
      4. Asking with Tribes in Mind: A Summary
  12. Part Three: Asking with the Brain in Mind
    1. What’s Brains Got to Do with It?
    2. CHAPTER 11 The Loss and Pain Brain
      1. 1. Get Charitable
      2. 2. Rarities and Limited Editions
      3. 3. Flip the Bennies
      4. 4. Virtue and Vice
      5. 5. Buy Now, Pay Later
      6. 6. One-Click
      7. 7. Puppy Dog (Try before You Buy)
      8. 8. Defaults Rule
      9. The Loss and Pain Brain: A Summary
    3. CHAPTER 12 Reactance
      1. 1. The “Take-Away”
      2. 2. Polar Asking
      3. 3. Forbidden Fruit and Response Potential
      4. Reactance: A Summary
    4. CHAPTER 13 Pattern Breakers
      1. 1. The Pique Technique
      2. 2. Disrupt then Reframe (DTR)
      3. 3. Just Because . . .
      4. 4. Dump and Chase (DAC)
      5. 5. An Honest Reflection
      6. 6. Caught on Camera
      7. Pattern Breakers: A Summary
    5. CHAPTER 14 Priming
      1. 1. A Brief Case of Priming
      2. 2. Escalate Your Thinking
      3. 3. Hot Coffee, Harvey?
      4. 4. Mass Influence
      5. 5. Comfy Chair
      6. 6. Teenage Tidiers
      7. 7. Possession is 9/10 of the Sale
      8. Priming: A Summary
      9. Asking with the Brain in Mind: A Summary
  13. Part Four: Commencement
    1. CHAPTER 15 Actively Reflect
      1. Where Are You Now?
      2. Readiness
      3. Fine-Tuning
    2. CHAPTER 16 Good Integrate!
      1. Prepare, Experiment, Refine
      2. Masterclass: Become a Layer Player
    3. CHAPTER 17 Some Asks to Avoid
      1. 1. Emotional Blackmail
      2. 2. Borrowing Authority
      3. 3. Push and Pull Verbs
    4. CHAPTER 18 Making Sure It Sticks
      1. Silence
      2. The Three Hungry Diners: Volunteered, Active and Public
      3. Under Promise, Over Deliver
    5. 3 . . . 2 . . . 1 . . .  Commence!
  14. About the Author
  15. Acknowledgements
  16. References
  17. Index

Product information

  • Title: Straight to Yes: Asking with Confidence and Getting What You Want
  • Author(s):
  • Release date: March 2013
  • Publisher(s): Capstone
  • ISBN: 9780857083753