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Adversaries into Allies: Master the Art of Ultimate Influence Paperback – June 23, 2015
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“Adversaries into Allies is full of practical wisdom for becoming more persuasive while keeping your integrity intact. Bob Burg, a master of winning friends and influencing people, has written an immensely useful and thoroughly enjoyable book.”
—ADAM GRANT, WHARTON PROFESSOR; AUTHOR OF GIVE AND TAKE
“How can we achieve the challenging goal of turning adversaries into allies? We can start by turning the pages of Adversaries into Allies, which provides an impressively clear and compelling explanation of just how to do it.”
—ROBERT B. CIALDINI, AUTHOR OF INFLUENCE
“I wish I had read Bob Burg’s newest book early in my career. What a difference it would have made! It is definitely a must read for everyone who wants to enhance their business success, but don’t just read it once. It’s a book you need to read time and time again. Many thanks to Bob for a valuable new work.”
—SUSAN SOLOVIC, AUTHOR; COFOUNDER OF SMALL BUSINESS TELEVISION
“Bob Burg has delivered again! In Adversaries into Allies, you’ll learn how to influence and persuade others toward outcomes that create genuinely good feelings and results for everyone involved. The principles of how exactly to do that, consistently and predictably, are powerfully presented in this tremendous book. And you’re about to learn them from a master.”
—STEPHEN M. R. COVEY, AUTHOR OF THE SPEED OF TRUST AND COAUTHOR OF SMART TRUST
“Simultaneously challenging and encouraging, Adversaries into Allies delivers on the promise of sustainable influence. You will literally feel your perspective shift as you turn the pages. Bob drives timeless wisdom into real-time action.”
—DONDI SCUMACI, AUTHOR OF CAREER MOVES, DESIGNED FOR SUCCESS, AND READY, SET . . . GROW
About the Author
BOB BURG is the bestselling coauthor of The Go-Giver (now in its 26th hardcover printing), Go-Givers Sell More, and It’s Not About You, and the author of Endless Referrals. He speaks frequently to business and sales audiences worldwide.
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Some of you probably recognize Burg as the co-author of The Go-Giver, but this one is all his and according to the author, his finest work - the book he was meant to write.
Burg starts out by introducing us to the idea of Ultimate Influence ==> the ability to get the results you want from others while making them feel genuinely good about themselves, about the process, and about you. You get that little piece of wisdom on the first page of the introduction and it just keeps getting better.
Burg suggests that Ultimate Influence is based on five key principles that occur on an ongoing basis. Over the next three weeks I will break these down further but here is the list to get you thinking in the right direction.
1. Control Your Own Emotions
I have been reading a lot about "control" recently and I have to agree with Burg on this. Staying in control will always yield better and more lasting results. Our emotions push us to reacting instead of responding. Who would you rather have creating your future - you or the other person? Want results? Take control!
2. Understand the Clash of Belief Systems
As the author puts it; "Each one of us sees the world in a unique way based on a combination of upbringing, environment, schooling, popular media, and the people with whom we associate." I love this idea. One of my mentors tells me all the time; "Hang around people that believe what you believe, but think different thoughts." I think Burg is adding clarity to that statement. It's not only the idea that people think differently, it's also about how to process those differences in a productive "collaborative" way.
3. Acknowledge their Ego
This is good stuff. At the end of the day, no matter how much we are willing to give of ourselves and serve others, we still feel good one when someone acknowledges what we have done. It's simply human nature. Unfortunately, some place too much focus on it. But Burg's point is clear - if you want to persuade someone to your way of thinking, part of your plan better include some type of positive recognition of the way they are thinking.
4. Set the Proper Frame
Why is it that we choose to set ourselves up for failure when is most cases, with the right choices, we can set ourselves up for success? Burg suggests that we have the power to set the proper frame. It doesn't matter if we moved first or the other person did. What matters is our last move. Why? Because that is what sets the frame for the next move. You are always one move away from success or one away from failure.
5. Communicate with Tact and Empathy
Burg makes the observation that; "Communicating tactfully displays a genuine regard for the other person, which will open the door to making him your ally." Do first impressions matter? Hello! Think about the last time someone approached you and let's just say "lacked a little tact" in the way they communicated. How did that make you feel? Look, people want to feel valued and they want to matter. Words matter and they matter a lot. Use them wisely. You never know when you might need an ally.
It's hard to beat Burg's take that pretty much frames out the rest of this series ... "You'll see that when you begin to control your emotions, consider others' points of view and ego, create a positive atmosphere, and communicate tactfully and with empathy, you will get what you want in your personal interactions and relationships."
If you want to really understand Ultimate Influence then add Adversaries Into Allies to your reading list and I would suggest you consider this question today; "Which provides a better outcome - when they're with you or when they're against you?"
The book explains easy-to-follow and seemingly simple steps to becoming a person of influence with a gift for being able to persuade even your most ardent adversary. As with the other books I've read by Bob Burg, the advice and guidance in this book is principle centered. There is no Machiavellian scheming or plotting.
This book really does speak to our better selves and by becoming better people we can become more persuasive and influential.
Good book. Well worth the time to read it.
Everyone should read this and do their best to make allies.
One particular aspect I like about the Adversaries to Allies book is that Bob is not preaching to you, but conversing with you as a coach and peer because he genuinely wants you to be the best you can be. Bob Burg has "walked the talk".
I have learned and grown in my own self-awareness with regards to Bob's thoughts on resetting your "default setting" to better connect and facilitate higher levels of trust with people you meet and work with to get things done.
This is a must-read for all current or aspiring leaders who want to better "influence" their tribes through principled-behavior.
The practical steps in this book and the short chapters make this a great daily read and reread. I know I will be going back for more and reading it again and again.