by Tony Mayo | Communication, Conversation, & Confrontation, For Salespeople, Recommended Books, Sales Techniques
The Psychology of Persuasion
by Robert B. Cialdini, Ph.D.
Influence is written as a guidebook for the savvy consumer. The author’s conversational style and frequent sharing of personal experiences will certainly recommend it to that audience. My interest in the work is probably closer to that of the typical reader: as a persuasion professional I am looking for specific ideas to increase my effectiveness. My attention has been richly rewarded.
Professor Cialdini organizes decades of research and experience into six easily comprehended categories of influence techniques. Relevant examples from marketing and sales are used to (more…)
by Tony Mayo | For Executive Coaches, How to Set Goals, Recommended Books
The Last Word on Power:
Re-Invention for Leaders and Anyone
Who Must Make the Impossible Happen
by Tracy Goss (Betty Sue Flowers, Editor)
Capsule Review
Tracy Goss has long been closely associated with Werner Erhard, the originator of EST and Landmark Education Corporation’s Forum. I expect happy graduates of those programs to be very happy with this book (I am and I am). The book presents the central concepts of those programs very clearly and in a format designed to help business people put the “distinctions” to work immediately. I doubt, however, that a person not trained in ontological coaching could get much sense from these pages. It can seem to be merely jargon and wild promises unless you have actually put the techniques to work for yourself with the assistance of a coach (as I have and I do).
For people experienced with the methods, this book is an effective refresher and spur to action. A friend and I (more…)
by Tony Mayo | Communication, Conversation, & Confrontation, For Business Owners, For Salespeople, Recommended Books, Sales Techniques
Getting Past No: Negotiating Your Way from Confrontation to Cooperation by William L. Ury
A practical guidebook to “Win-Win” negotiation.
William Ury is not only an experienced high-level negotiator but an acute student of his art who can distill his wisdom into concise, memorable lessons. This book is indispensable for anyone who wants to do well in negotiations, formal or informal, without humiliating or destroying the other side. For Ury and his disciples, Win-Win is not a feel-good aspiration but a profitable practice. As a negotiation style that builds relationships while getting things done, Win-Win is a cornerstone of the “Sustainable Workstyles” we teach at MayoGenuine.
A key insight of his method is the possibility of being “soft on the people, hard on the problem.” Negotiation is so often associated with macho words like “bruising,” “hard-nosed,” and “marathon” that it is easy to forget negotiation is not war pursued by other means. We negotiate as an alternative to battle, not as another version of it. Everyone wants (more…)
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