Real Influence: Persuade Without Pushing and Gain Without Giving In by Mark Goulston M. D. & Dr. John Ullmen & Keith Ferrazzi

Author:Mark Goulston M. D. & Dr. John Ullmen & Keith Ferrazzi
Language: eng
Format: mobi
Tags: Skills, economics, Business Communication, General, Personal Success, Business & Economics
ISBN: 9780814420157
Publisher: AMACOM
Published: 2012-01-01T00:00:00+00:00

■ Personal Awareness: You Get “Them” In this get, you show that you understand other people’s strengths, weaknesses, goals, hopes, priorities, needs, limitations, fears, and concerns. In addition, you demonstrate that you’re willing to connect with them on a personal level. When you do this right, you’ll hear people say things like “You really get me!” or “You really understand where I’m coming from on this.”

One of our favorite examples involves Mike Critelli, former CEO of the extraordinarily successful company, Pitney Bowes. One of Mike’s many strengths was the ability to motivate his staff to achieve high levels of performance. When we asked him about this, he said, “Very often what motivates people are the little gestures, and a leader needs to listen for those. It’s usually not about negotiating salary down to the nickel. It’s about picking up on other things that are most meaningful to people.”

For example, one employee had a passing conversation with Mike about the challenges of adopting a child, pointing out that Pitney Bowes had an inadequate adoption benefit. A few weeks after that, he and his wife received a letter from Mike congratulating them on their new child— along with a check for the amount of the enhanced adoption benefit the company had just started offering.

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