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Index
Introduction
The Problem: Why Are You Struggling to Influence People? 5
1 The Dangers of “Disconnect” 7
2 Four Traps That “Disconnect” You 18
STEP #1 Go for Great Outcomes 41
4 The First “R”: Go for a Great Result 43
5 The Second “R”: Go for a Great Reputation 52
6 The Third “R”: Go for Great Relationships 66
STEP #2 Listen Past Your Blind Spot 81
7 To Discover Their There, Listen to the Music 83
8 Master Level-Four Listening 91
STEP #3 Engage Them in Their There 119
10 Use the Three Gets of Engage 121
11 Push Their Buttons— Positively 135
12 Engage Across Cultures 144
STEP #4 When You’ve Done Enough . . . Do More 155
13 Do More Before, During, and After 157
14 Do More in All Three Value Channels 171
15 Ask Other People To Do More 183
Taking Real Influence to the Next Level 191
16 Let Adversity Lead You to Great Outcomes 193
SECTION 7
Putting It All Together 227
20 Case Study #1— A Fuzzy Rescue 229
21 Case Study #2— Everything Matters 234
22 Case Study #3— Poised for Life 237
23 Case Study #4— Taming a Temperamental Group 241
Epilogue 245
Acknowledgments 247
Index 251
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