Straight to Yes E-Book

Haider Imam

• Herausgeber: John Wiley & Sons
• Kategorie: Fachliteratur
• Sprache: Englisch

Seitenzahl: 280

Veröffentlichungsjahr: 2012

Beschreibung

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

Leseprobe

Table of Contents

Cover

Endorsements

Epigraph

Title page

Copyright page

Dedication

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

An Evolving Business Paradigm

An Increasing Need to Create Buy-In

A Fight for Resources

A Challenge Closer to Home

Time: The New Currency

In Summary

Suggestions on How Best to Use This Book

Ethics and the Beautiful Dark Side

CHAPTER 1 Asking: The “Inner Game”

You Were Born to Ask

Naturally “X” People

The Inhibitors

CHAPTER 2 Getting Ready for the Ask

A Handy Preparation Checklist

Choose Your Ask

Practical Advice before the Ask

Are You Ready?

Part One: Asking with Frames in Mind

What’s Frames Got to Do With It?

CHAPTER 3 Consistency

1. The Consistency Two-Step

2. Foot-in-the-Door

3. Invisibly Consistent

4. Make Them Work for It

5. Paltry Requests

Consistency: A Summary

CHAPTER 4 Same and Different

1. A Familiar Contrast

2. Undesired to Desired

3. Rejection then Retreat (Door-in-the-Face Technique)

4. That’s Not All . . . (TNA)

5. Freedom Shopping

6. Choices: Gold, Silver, Bronze

7. Ugly Twin

8. Time for a Rhyme?

9. The Font of Success

Same and Different: A Summary

CHAPTER 5 Ready for Business

1. Requests as Opportunities

2. The Sharp Angle

3. Contingency Contracts

4. Leveraging “Buying Signals”

5. Assumptive Ask

6. Alternative Choice

7. How Much is That, Compared to a Cup of Joe?

Ready for Business: A Summary

CHAPTER 6 The Way We See It

1. The Pygmalion Effect

2. Self-Persuasion

3. Hypothetical Frames (WWHTH?)

The Way We See It: A Summary

Asking with Frames in Mind: A Summary

Part Two: Asking with Tribes in Mind

What’s Tribes Got to Do with It?

CHAPTER 7 Body Talk

1. Right Ear, Right Now

2. Smile!

3. A Touching Request

4. The Eyes Have It

5. Up Close and Personal

6. The Outstretched Hand

7. Down with Credibility

8. Smooth Talker

Body Talk: A Summary

CHAPTER 8 The Name’s Bond . . .  Social Bond

1. Give First, Ask Later

2. “Don’t Feel Obliged”

3. Flattery

4. Ask for Trust

5. Swap Trumpets

The Name’s Bond . . . Social Bond: A Summary

CHAPTER 9 The Wider Tribe

1. Herd Mentality

2. Affiliation and Aspiration

3. Social Taboo

4. Authority and Insider Knowledge

5. Shared Standards

6. Demonstrate Leadership

The Wider Tribe: A Summary

CHAPTER 10 Progressive Feedback Loops

1. Polly Wants a Cracker, Not “A Salted Biscuit”

2. The Power of “Yes”

Progressive Feedback Loops: A Summary

Asking with Tribes in Mind: A Summary

Part Three: Asking with the Brain in Mind

What’s Brains Got to Do with It?

CHAPTER 11 The Loss and Pain Brain

1. Get Charitable

2. Rarities and Limited Editions

3. Flip the Bennies

4. Virtue and Vice

5. Buy Now, Pay Later

6. One-Click

7. Puppy Dog (Try before You Buy)

8. Defaults Rule

The Loss and Pain Brain: A Summary

CHAPTER 12 Reactance

1. The “Take-Away”

2. Polar Asking

3. Forbidden Fruit and Response Potential

Reactance: A Summary

CHAPTER 13 Pattern Breakers

1. The Pique Technique

2. Disrupt then Reframe (DTR)

3. Just Because . . .

4. Dump and Chase (DAC)

5. An Honest Reflection

6. Caught on Camera

Pattern Breakers: A Summary

CHAPTER 14 Priming

1. A Brief Case of Priming

2. Escalate Your Thinking

3. Hot Coffee, Harvey?

4. Mass Influence

5. Comfy Chair

6. Teenage Tidiers

7. Possession is 9/10 of the Sale

Priming: A Summary

Asking with the Brain in Mind: A Summary

Part Four: Commencement

CHAPTER 15 Actively Reflect

Where Are You Now?

Readiness

Fine-Tuning

CHAPTER 16 Good Integrate!

Prepare, Experiment, Refine

Masterclass: Become a Layer Player

CHAPTER 17 Some Asks to Avoid

1. Emotional Blackmail

2. Borrowing Authority

3. Push and Pull Verbs

CHAPTER 18 Making Sure It Sticks

Silence

The Three Hungry Diners: Volunteered, Active and Public

Under Promise, Over Deliver

3 . . . 2 . . . 1 . . .  Commence!

About the Author

Acknowledgements

References

Index

“This book is challenging, thought provoking, and most of all practical. There are some great techniques, which, if you use them properly, will transform your outcomes, and give you significantly better results, whether in a business or personal context. This stuff just works!”

Robi Bernberg, Chairman, Academy for Chief Executives

“Success is never a one person operation – success always needs cooperation and support. The fastest route to receiving that cooperation and support is to ask for it. Knowing who and when to ask is key. This book clearly demonstrates not just who and when but also why and how. An excellent read.”

Kevin Gaskell, Entrepreneur, Chairman, Investor. Previous MD of Porsche GB Ltd and BMW GB Ltd

“There are areas of everyone’s life in which it would help to be more influential yet information on how to make this happen has not been available in a way that everyone can access. Until now. Haider Imam is a genuinely good communicator who has taken this topic and brought it to life in a way that will be helpful to anyone wanting a greater degree of influence in some aspect of their life. This book combines content to provide the ‘what’ and ‘why’ and tools so that it is easy to understand the how. The authoritative sections on the brain are intriguing and fascinating and the tools are designed to inspire action.”

Professor Patricia Riddell, Professor of Applied Neuroscience, Head of Department of Psychology, University of Reading

“A compelling read and with many insightful and practical suggestions to help you excel in your personal and business lives.”

Sir Peter Vardy DL, Chairman, Vardy Group of Companies

“You can have everything in life you want if you’ll just help enough other people get what they want.”

Zig Ziglar

© 2013 Haider Imam

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Library of Congress Cataloging-in-Publication Data

Imam, Haider, 1972–

 Straight to yes! : asking with confidence and getting what you want / Haider Imam.

p. cm.

 Includes bibliographical references and index.

 ISBN 978-0-85708-375-3 (pbk.)

 1. Persuasion (Psychology) 2. Persuasion (Psychology) in organizations. I. Title.

 BF637.P4I43 2013

 153.8'52–dc23

2012038295

A catalogue record for this book is available from the British Library.

ISBN 978-0-857-08375-3 (paperback) ISBN 978-0-857-08376-0 (ebk)

ISBN 978-0-857-08378-4 (ebk) ISBN 978-0-857-08377-7 (ebk)

Cover design: Binary & The Brain

Dedicated to

Marie-Claire, La’ali and Omar – my beloved and inspirational tribe.

And to the thinkers of great thoughts: the world’s greatest idea, without someone saying, “Yes!” to it, is as nothing. I sincerely hope this book unlocks possibilities, recognition and reward for you.

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

There’s an age-old Geordie saying from more austere times, which goes something like, “Shy bairns get nae broth,” meaning “shy children don’t get any soup.” And it’s becoming truer in modern life. We live in an age of unparalleled competition for resources. At the time of writing there are seven people competing for every one university degree place in the UK. There is record unemployment in many parts of Europe, leading to intense competition to hold onto jobs or secure promotions. More than 40,000,000 people are using online dating in the US, all competing for the same hearts. Across the world, famous brand name businesses have closed down their doors because of recession and insufficient sales to turn them around. Undeniably, these are challenging times.

So, congratulations! What you’re in possession of and reading right now is undeniably an exciting and enticing prospect: the ability to fine-tune your game to make a measurable and noticeable impact with your target audience. The content contained within has been proven effective in multiple business models across multiple industries, cultures and continents. However, before we get into the main flow of the book, I’d like to offer some personalized thoughts for you on why this collection of short, simple, practical techniques is so relevant to you.