Straight to Yes

Asking with Confidence and Getting What You Want
1. Auflage 2013
ISBN: 978-0-85708-375-3
Verlag: Wiley

Buch, Englisch, 240 Seiten, Format (B × H): 136 mm x 216 mm, Gewicht: 319 g

MAKE YOURSELF A “YES” MAGNET

You’ve finally plucked up the courage to ask for something. The afternoon off. A pay rise. Then comes that crucial moment where you wait with baited breath for the response. It’s tense, but it doesn’t have to be. You just need to master the art of ‘the ask’.

Taking a direct, light-hearted, wholly practical approach, Haider Imam zooms straight in on that moment of truth providing a set of proven tools and techniques for getting to ‘yes,’ every time. He instils readers with the confidence to ask bigger, more often and even ask for the impossible – and to get it.

- Based on sound psychological principles, Straight To Yes! offers tonnes of winning ways to make requests that get you to ‘yes’
- Wholly practical in style and content, the book features accessible, straightforward techniques readers can put into action immediately
- Designed for quick-reference while on the move, it affords instant access to specific, step-by-step, single-page techniques as needed

Autoren/Hrsg.

Imam, Haider

Fachgebiete

• Sozialwissenschaften Psychologie Psychologie / Allgemeines & Theorie Psychologie: Sachbuch, Ratgeber
• Wirtschaftswissenschaften Wirtschaftswissenschaften Wirtschaft: Sachbuch, Ratgeber

Inhaltsverzeichnis

Introduction: Why Getting “Straight to Yes!” is So Relevant Today 1

1 Asking: The “Inner Game” 11

2 Getting Ready for the Ask 21

Part One – Asking with Frames in Mind 33

3 Consistency 37

4 Same and Different 49

5 Ready for Business 65

6 The Way We See It 79

Part Two – Asking with Tribes in Mind 87

7 Body Talk 91

8 The Name’s Bond. Social Bond 105

9 The Wider Tribe 119

10 Progressive Feedback Loops 133

Part Three – Asking with the Brain in Mind 143

11 The Loss and Pain Brain 147

12 Reactance 161

13 Pattern Breakers 169

14 Priming 179

Part Four – Commencement 193

15 Actively Reflect 195

16 Good Integrate! 199

17 Some Asks to Avoid 203

18 Making Sure It Sticks 207

3. 2. 1. Commence! 211

About the Author 213

Acknowledgements 215

References 217

Index 227

Über Autor(innen)

Haider Imam was UK Sales Trainer of the Year 2007, and works at home & abroad with global brands teaching influencing skills, sales, negotiation and leadership, contributing to a $75,000,000 return on investment for clients in this work over the last three years. He manages a team of talented consultants, which requires stellar influencing skills.
He has been training for ten years, and is a speaker and writer for the Institute of Sales & Marketing Managers. He has clients such as EDF Energy, Merlin (Tussauds, Legoland, Sea Life, etc.) ADS (the UK Aerospace, Defence & Security body) and more, as well as links at Sage UK, Nando's and others.