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 Influencethe 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.)
is one of those rare books that entertains with a great storyline while simultaneously delivering an uplifting, life-affirming message that we can apply immediately.
-- Darren Richardson, Science of Mind
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
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 receptivityconcepts that make more immediate sense in this fictional context than they would in a formal business book.
The powerful business idea referenced in the title is that shifting the focus from getting to giving and putting the other person first is the key to business success and personal fulfillment.
Explanations of these concepts and how to employ them are clear and to the point, and as with all successfully written business books, it will provoke thought and probably action as well.
"Burg and Mann have crafted a business parable that is drawing comparisons with Dr. Spencer Johnson's wildly popular 1998 book Who Moved My Cheese?... How one receives this message may vary, but learning and understanding it is essential ... the world always needs a fresh approach to its most important messages. For this purpose The Go-Giver is a great way to continue to spread a positive and enriching message."
Soundview Executive Book Alert
Not since Who Moved My Cheese? have I enjoyed a parable as much as this. You owe it to yourself to read The Go-Giver and share its message with those who matter most to you. It is a beautiful book that will touch your soul and inspire your heart.
David Bach, #1 New York Times bestselling author, The Automatic Millionaire
The Go-Giver does everything I would wish a good book to do. Read it to the very end.
Michael E. Gerber, author, The E-Myth
This terrific book wonderfully illuminates [the] principles of contribution, abundance, service, and success.
Stephen M. R. Covey, author, The Speed of Trust
A lovely reminder to us all that the world is abundant and rewards those who act with a generosity of spirit.
Lois P. Frankel, Ph.D., author, See Jane Lead and Nice Girls Dont Get the Corner Office
Most people dont have the guts to buy this book, never mind the will to follow through and actually use it. But you do. And Im certain that youll be glad you did.
Seth Godin, author, The Dip
The Go-Giver is the best business parable since The Greatest Salesman in the World and The One Minute Manager.
Pat Williams, author, Souls of Steel, and senior vice president, Orlando Magic
Burg and Mann have demonstrated that adding value to peoples lives is the way to climb the ladder of financial success.
Fran Tarkenton, Hall of Fame quarterback and founder and CEO , GoSmallBiz.com
These five simple principles will help you achieve your goals and fulfill your dreams!
Brian Tracy, author, The Psychology of Achievement
This book is exactly what is meant by the phrase Great things come in small packages.
Tom Hopkins, author, How to Master the Art of Selling
"A cross between Jonathan Livingston Seagull and Seven Habits of Highly Effective People, The Go-Giver is a tale of transformation...For those who've stalled out on The Secret's emphasis on what we want, want, want, the Chairman offers another secret--his trade secret: giving...Bob Burg, who travels the world sharing the principles of The Go- Giver, and John David Mann, author of The Zen of MLM, collaborate on this uplifting, quick-read of a book that will appeal to customers who want to bring more heart and a holistic sense of mission to their livelihoods."
--Connie Mears, New Age Retailer
“Adversaries into Allies
is full of practical wisdom for becoming more persuasive while keeping your integrity intact. Bob Burg, a master of winning friends and influencing people, has written an immensely useful and thoroughly enjoyable book.” —ADAM GRANT
, WHARTON PROFESSOR; AUTHOR OF GIVE AND TAKE
“How can we achieve the challenging goal of turning adversaries into allies? We can start by turning the pages of Adversaries into Allies, which provides an impressively clear and compelling explanation of just how to do it.” —ROBERT B. CIALDINI, AUTHOR OF INFLUENCE
“I wish I had read Bob Burgs newest book early in my career. What a difference it would have made! It is definitely a must read for everyone who wants to enhance their business success, but dont just read it once. Its a book you need to read time and time again. Many thanks to Bob for a valuable new work.” —SUSAN SOLOVIC, AUTHOR; COFOUNDER OF SMALL BUSINESS TELEVISION
“Bob Burg has delivered again! In Adversaries into Allies, youll learn how to influence and persuade others toward outcomes that create genuinely good feelings and results for everyone involved. The principles of how exactly to do that, consistently and predictably, are powerfully presented in this tremendous book. And youre about to learn them from a master.” —STEPHEN M. R. COVEY, AUTHOR OF THE SPEED OF TRUST AND COAUTHOR OF SMART TRUST
“Simultaneously challenging and encouraging, Adversaries into Allies delivers on the promise of sustainable influence. You will literally feel your perspective shift as you turn the pages. Bob drives timeless wisdom into real-time action.” —DONDI SCUMACI, AUTHOR OF CAREER MOVES, DESIGNED FOR SUCCESS, AND READY, SET . . . GROW
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.
An engaging book that brings new relevance to the old proverb “Give and you shall receive”
The Go-Giver tells the story of an ambitious young man named Joe who yearns for success. Joe is a true go-getter, though sometimes he feels as if the harder and faster he works, the further away his goals seem to be. And so one day, desperate to land a key sale at the end of a bad quarter, he seeks advice from the enigmatic Pindar, a legendary consultant referred to by his many devotees simply as the Chairman.
Over the next week, Pindar introduces Joe to a series of “go-givers:” a restaurateur, a CEO, a financial adviser, a real estate broker, and the “Connector,” who brought them all together. Pindar’s friends share with Joe the Five Laws of Stratospheric Success and teach him how to open himself up to the power of giving.
Joe learns that changing his focus from getting to giving—putting others’ interests first and continually adding value to their lives—ultimately leads to unexpected returns.
Imparted with wit and grace, The Go-Giver is a heartwarming and inspiring tale that brings new relevance to the old proverb “Give and you shall receive.”
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 benow 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.
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 Influencethe 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.
About the Author
is the coauthor of The Go-Giver
, Go-Givers Sell More
, and Its Not About You
and the author of Endless Referrals
. The Go-Giver
was a BusinessWeek
and Wall Street Journal
bestseller and has been translated into more than twenty languages. Together, his books have sold more than a million copies. A highly sought after speaker, Burg presents to corporations and associations internationally, including Fortune 500 companies, franchises, and direct sales organizations.