Real influence : persuade without pushing and gain without giving in / Mark Goulston and John Ullmen ; foreword by Keith Ferrazzi.

Includes index.

While much of Dale Carnegie's 1930s wisdom still rings true, it reflects a very different age. Today we live in a more sophisticated and less trusting world, where good intentions are rarely assumed, manipulative tactics are readily detected, and persuasion efforts are suspect. This makes influencing much more difficult. In this post-pushing, post-selling world, influence can no longer be viewed as something you do to someone to get what you want. In fact, real influence isn't even about what you want--it's about forging strong connections by focusing on other people's viewpoints, giving before asking for anything, and striving for win-win outcomes. The authors show why this kind of "connected" influence is the secret to achieving not only short-term gains, but long-term success, and provide a blueprint for getting buy-in, agreement, and enduring loyalty from anyone by using authentic communication, empathy, and engagement.--From publisher description.