Adversaries into Allies: Win People Over Without Manipulation or Coercion
- 5h 55m 45s
- Bob Burg
- Random House
- 2013
Faced with the task of persuading someone to do what we want, most of us expect resistance. We see the other person as an adversary and often resort to coercion or manipulation to get our way. But while this approach might bring us short-term results, it leaves people with a bad feeling about themselves and about us. At that point, our relationship is weakened and our influence dramatically decreased. There has to be a better way.
In this Audiobook
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CHAPTER 1 The Five Principles
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CHAPTER 2 It's (Much) More Than Just About Being Nice
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CHAPTER 3 Persuasion Versus Manipulation
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CHAPTER 4 Responding Versus Reacting
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CHAPTER 5 Effectively Handle Verbal Attacks
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CHAPTER 6 Make Calm Your Default Setting
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CHAPTER 7 Overcome Anger
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CHAPTER 8 The Persuasive Power of Positive Detachment
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CHAPTER 9 Think Before You Speak
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CHAPTER 10 Agree to Disagree
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CHAPTER 11 Consider the Source
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CHAPTER 12 Belief Systems—the Problem and the Solution
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CHAPTER 13 “How Would You Define …?”
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CHAPTER 14 Accept the Responsibility for Communication
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CHAPTER 15 The Importance of Conscious Awareness
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CHAPTER 16 Personal or Not? How Do You Know?
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CHAPTER 17 Love Languages from Liberty the Cat
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CHAPTER 18 First, Know the Issue. Then, Choose the Words
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CHAPTER 19 The Answer? Based on What Information?
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CHAPTER 20 Perceptual Realities Equal Different Conclusions
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CHAPTER 21 Change Your Non-Serving Beliefs to Be More Productive
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CHAPTER 22 Don't Shame or Embarrass
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CHAPTER 23 Be a Judge, Not a Lawyer
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CHAPTER 24 The Principle of Agreement
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CHAPTER 25 Ego Repair
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CHAPTER 26 The Power of Handwritten Notes
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CHAPTER 27 Edification—a Powerful Key to Influence
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CHAPTER 28 Do You Look for Disagreement?
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CHAPTER 29 Compliment the Uncomplimented
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CHAPTER 30 Caught in the Act! … of Doing Something Right
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CHAPTER 31 “I Appreciate Ya”
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CHAPTER 32 Positive Expectation Works, but Not Why You Think It Does
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CHAPTER 33 Framing Your Influence in Your First Conversation
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CHAPTER 34 Sometimes, It's Good to Let 'Em See You Sweat
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CHAPTER 35 The Ransburger Pivot
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CHAPTER 36 The Value of the Correct Phrase
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CHAPTER 37 “What Can I Do to Help?”
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CHAPTER 38 Win by Making the Other's Case First
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CHAPTER 39 Help Them to Live in the Solution
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CHAPTER 40 Avoid Negative Framing
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CHAPTER 41 Don't Fall Victim to the Either/Or
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CHAPTER 42 Persuasion Secrets of a Ten-Year-Old
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CHAPTER 43 Change Your Frame, Change Your Life
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CHAPTER 44 Tact—the Language of Strength
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CHAPTER 45 The Beauty of Empathy
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CHAPTER 46 Lead-in Phrases Pave the Way
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CHAPTER 47 Deflection via the Parry
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CHAPTER 48 Kind Words Regarding Your Competitors
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CHAPTER 49 Tact Does Not Equal Compromise
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CHAPTER 50 Give Them a Back Door
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CHAPTER 51 How to Say No Graciously and Effectively
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CHAPTER 52 Don't Tread on Me
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CHAPTER 53 Turning Down an Offer, While Leaving Room for Another
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CHAPTER 54 Dealing with an Interrupter
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CHAPTER 55 The Ben Franklin Method for Winning People Over
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CHAPTER 56 Dr. Franklin and Another Great Lesson in Communication
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CHAPTER 57 Timing Rules!
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CHAPTER 58 Make People Comfortable with You
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CHAPTER 59 Collecting Money Owed You in a Winning Way
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CHAPTER 60 The Pleasure of “My Pleasure”
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CHAPTER 61 Deliver the Right Message for Your Audience
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CHAPTER 62 Seeking Forgiveness
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CHAPTER 63 “Acknowledge Me!”
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CHAPTER 64 Just Listen
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CHAPTER 65 Remember to Scratch the Hogs
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CHAPTER 66 The Pre-Apology Approach
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CHAPTER 67 Influencing in Style: A Reader Success Story
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CHAPTER 68 Stand Firm on Principle
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CHAPTER 69 The Master of “Goodspeak” … and Influence
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CHAPTER 70 Focus on Your Strengths but Don't Ignore Your Weaknesses
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CHAPTER 71 Ignore Problems at Your Peril
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CHAPTER 72 Why Top Influencers Build Strong Teams
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CHAPTER 73 Consistency—a Prime Ingredient of Trust
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CHAPTER 74 Growing from Your Mistakes
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CHAPTER 75 Self-Correction—When Your Replay Shows You Fumbled
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CHAPTER 76 Want to Be an Ultimate Influencer? Say Little and Do Much
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