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The Go-Giver: A Little Story about a Powerful Business Ideaby Bob Burg
Synopses & Reviews
The Sages asked, Who is mighty?” and answered, Those who can control their own emotions and make of an enemy a friend.”
In the bestselling book The Go-Giver, Bob Burg and John David Mann revolutionized the way we think about success via one very simple lesson: Shifting ones focus from getting to giving (constantly and consistently providing value to others) is both very fulfilling and the most profitable way to do business.
Now Burg is back with a new book, offering deeper insight into what it means to be truly influential and providing powerful strategies for mastering the art of winning people over.
Faced with the task of persuading someone to do what we want, most of us expect, and often encounter, resistance. We see the other person as an adversary and often resort to coercion or manipulation in order to get our way. But while this approach might at times bring us short-term results, it leaves people with a bad feeling about themselves and about us. At that point, our relationship with the person is weakened and our influence dramatically decreased.
There is a better way.
Drawing on his own experiences and the stories of other influential people, Burg offers five simple principles of what he calls Ultimate Influence—the ability to win people to your side in a way that leaves everyone feeling great about the outcome . . . and about themselves!:
Control your own emotions: Responding calmly rather than allowing your emotions to get the better of you will ensure not putting others on the defensive but rather help them remain open to your ideas.
Understand the clash of belief systems: Every individual operates based on an unconscious set of beliefs, experiences, and ideas, which are most likely very different from yours. Understand this and you can avoid confusion and numerous misunderstandings that stand in the way of most peoples ability to influence.
Acknowledge their ego: People want to feel good about themselves; if you make someone genuinely feel good, youre one step closer to making an ally.
Set the proper frame: People react and respond to other people. Approach potential conflicts from a position of benevolence, resolution, and helpfulness and they will follow suit.
Communicate with tact and empathy: While the first four principles are vital, this is what brings it all home. Saying the right thing at the right time makes all the difference in terms of moving people to your side of the issue and taking the appropriate action that benefits all concerned.
In the tradition of Dale Carnegies How to Win Friends and Influence People and Robert Cialdinis Influence, Burg offers a tried-and-true framework for building alliances at work, at home, and anywhere else you seek to win people over.
"This modern-day business parable, a quick read in the spirit of The Greatest Salesman in the World and The One Minute Manager, should do well with eager corporate-ladder climbers, who may at first be confused by its focus: on putting the other guy first-be it a colleague, competitor, customer, friend or family member. Told through the fictitious story of an ambitious young salesman named Joe, Burg and Mann communicate their points through the advice of an enigmatic (and highly likeable) mentor character known as Pindar. Rather than help Joe snag a fast sale, the consultant introduces him to series of 'go-givers' who personify the 'Five Laws of Stratospheric Success.' Over the course of five days, a restaurateur, a CEO, a financial advisor, a real-estate broker and the mysterious 'Connector' teach Joe about the laws of value, compensation, influence, authenticity and receptivity-concepts that make more immediate sense in this fictional context than they would in a formal business book. Burg (Endless Referrals: Network Your Everyday Contacts Into Sales) and Mann (You Call the Shots) write with a simple, informal style that offers a working-person's interpretation of the old adage 'give, and you shall receive.'" Publishers Weekly (Copyright Reed Business Information, Inc.)
A journey of surprises, twists, and turns, "The Go-Giver" is a pithy business parable whose theme is that putting the other person first is the key to business success and personal fulfillment.
The bestselling co-author of The Go-Giver offers new insights into what it means to be truly influential
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.
Drawing on his own experiences and the stories of other influential people, communication expert Bob Burg offers five simple principles of what he calls Ultimate Influence—the ability to win people to your side in a way that leaves everyone feeling great about the outcome. In the tradition of Dale Carnegies How to Win Friends and Influence People, Burg offers a tried-and-true framework for building alliances at work, at home, and anywhere else you seek to win people over.
The bestselling coauthor of The Go-Giver explores what it means to be truly influential
The sages asked, Who is mighty?” and answered, One who can make of an enemy, a friend.”
Faced with the task of persuading someone to do what we want, most of us expect, and often encounter, resistance. We see the other person as an adversary and often resort to coercion or manipulation. But while this approach might get short-term results, it leaves people feeling taken advantage of. And as soon as we lose our authority or power, weve lost all ability to influence.
Bob Burg offers a better way. He shows why persuasion doesnt have to be a game of win or lose, and why true influence is measured not by how many times you win but by how many people you win over. The more allies you can foster, the more powerful youll be—now and in the long run.
In this new approach to the classic themes of Dale Carnegie and Robert Cialdini, Burg offers five key principles to help readers build alliances at work, at home, and anywhere else they seek to win people over.
About the Author
Bob Burg is a highly sought-after speaker who teaches the principles at the core of The Go-Giver to audiences worldwide. A former top sales professional, he is also the author of Endless Referrals.
John David Man has been writing about business, leadership, and the laws of success for more than twenty years. He is the author of The Zen of MLM and coauthor of You Call the Shots and A Deadly Misunderstanding.
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