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Influence: Portable Power for the '90sby Elaina Zuker
Synopses & Reviews
This book provides students with the information to develop rapport skills to better understand and communicate with people. Students will learn refined listening skills and how to discover other people's decision-making strategies, which will enable students to enhance their ability to influence other people's decisions and communicate flexibly.
This book provides students with the information to develop rapport skills to better understand and communicate with people.
Table of Contents
Part 1: The Positive Power of Rapport Defining Rapport Misconceptions vs. Reality Identifying What It Takes to Establish Rapport Building Rapport Through Synchronicity Entrainment and the Rhythm of Rapport Part 2: The Growing Need for Rapport in Business Today Conducting Business Amid Continual Change Responding to Increasing Competition Meeting "High-Touch" Needs in High-Tech Times Getting the Information You Need Communicating Openly Throughout the Organization Working Creatively and Implementing New Ideas Forming Relationships Amid Reorganization Traditional Hierarchical Communication Structures New Rapport Structures Changing the Way We Communicate Using Management Authority vs. Rapport Skills Getting Ahead in the Age of Change Developing a Rapport Action Plan Part 3: The Art of Listening: The Foundation of Rapport The Challenge of Listening Attentively Listening with an Open Mind Developing a Genuine Interest in Others Asking Good Questions Listening Without Advising Listening to Promote Understanding Clarifying Communication with Blockbusting Questions Qualifying Comparators for More Precision Cutting Universals Down to Size Part 4: Setting the Stage to Influence Others Refining Your Listening to Perceive Others' Needs Hearing the Content Putting the Content into Context Evaluating the Six Rs of Internal Context Monitoring the Medium Tuning In to What's Unspoken Part 5: The Formula for Success Like Likes Like "Pacing" to Accelerate Rapport Building Mirroring with Words Leading the Way Applying Rapport Skills to Exert Influence Lessening Resistance with Accommodation Creating a Win-Win Strategy with Dovetailing Summary Appendix Appendix to Part 3 Additional Reading
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