“Most people just laugh when they hear that the secret to success is giving. . . . Then again, most people are nowhere near as successful as they wish they were.”
 
The Go-Giver tells the story of an ambitious young man named Joe who yearns for success. Joe is a true go-getter, though sometimes he feels as if the harder and faster he works, the further away his goals seem to be. Desperate to land a key sale at the end of a bad quarter, he seeks advice from the enigmatic Pindar, a legendary consultant referred to by his many devotees sim­ply as the Chairman.
 
Over the next week, Pindar introduces Joe to a series of “go-givers”: a restaurateur, a CEO, a financial adviser, a real estate broker, and the “Connector” who brought them all together. Pindar’s friends teach Joe the Five Laws of Stratospheric Success and help him open himself up to the power of giving.
 
Joe learns that changing his focus from getting to giving—putting others’ interests first and continually adding value to their lives—ultimately leads to unexpected returns.
 
Imparted with wit and grace, The Go-Giver is a classic bestseller that brings to life the old proverb “Give and you shall receive.”
 
Nearly a decade since its original publication, the term “go-giver” has become shorthand for a defining set of values embraced by hundreds of thousands of people around the world. Today this timeless story continues to help its readers find fulfillment and greater success in business, in their personal lives and in their communities.
 
This expanded edition includes the text of the original business parable, together with a foreword by Arianna Huffington, a new intro­duction, a discussion guide, and a Q&A with the authors.
 “I met last week with your leaders,” Ben began. “I heard what they had to say. And you know, they make a good point.” He paused. Take charge, Ben, he told himself. Take control. He looked around the conference room. Take, take, take. Was that really what he was here to do?
 
With their acclaimed bestseller The Go-Giver, Bob Burg and John David Mann proved that a heartfelt parable could also express a powerful idea. In The Go-Giver Leader (originally pub­lished as It’s Not About You), they offer an equally compelling tale about a struggling small business and the ambitious young executive trying to lead them to a crucial decision.
 
Allen & Augustine has manufactured high-quality chairs for decades. Its people take pride in their work and feel loyal to their owners and management team. But this revered company is now at a crossroads, hurt by a tough economy, foreign competition, and a cash crunch. The air is filled with the scent of uncertainty, anxiety, perhaps even panic.
 
Into this setting enters Ben, who’s been assigned by a larger firm to promote a merger that will rescue Allen & Augustine. Ben’s facts are undeniable: the chair maker can either merge and modernize or go bankrupt and vanish. So why can’t he persuade anyone to buy in, from the CEO on down?
Will Ben find a way to sway the employee shareholders before the climactic vote? And can Allen & Augustine survive without losing its soul? The answers may surprise you as you follow Ben on his journey to understanding that the path to genuine influence lies less in taking leadership than in giving it.
 
This revised and updated edition includes a new introduction, a discussion guide, and a Q&A with the authors.
The definitive guide to turning casual contacts into solid sales opportunities

In this fully revised edition, Bob Burg builds on his proven relationship-building principles to bring even more clients to your door and helps you attract only those who are interested in what you sell. He shows how to maximize your daily contacts, utilize your tools both online and off, leverage your relationships, and generate ongoing sales opportunities.

"If you're serious about your sales career, whether you are selling a product, service, or yourself, master the contents of this book and you will practically guarantee your future success."

--Tom Hopkins, author of How to Master the Art of Selling

"Bob Burg has long been the authority on connecting with clients and building win-win relationships. Endless Referrals should be required reading for sales professionals and entrepreneurs everywhere."

-- Gary Keller, Founder and Chairman of the Board of Keller Williams Realty Intl. and author of The Millionaire Real Estate Investor

"I've found that acquiring business is the toughest challenge for professional services providers. Thankfully, Bob Burg provides pragmatic and effective techniques to smash that challenge to bits, whether using mail, phone, email, or a polite tap on the shoulder."

--Alan Weiss, Ph.D., author Million Dollar Consulting

"Bob Burg opens the floodgates to Fort Knox with this book. I like the simple, easy to understand, practical way he outlines the exact way to find endless referrals. A treasure."

--Dottie Walters, author of Speak & Grow Rich

"A no-nonsense approach to building your business through relationships."

--Jane Applegate, syndicated Los Angeles Times columnist

The sages asked, “Who is mighty?” and answered, “That person who can control their own emotions and make, of an enemy, a friend.”
 
In the bestselling book The Go-Giver, Bob Burg and John David Mann revolutionized the way we think about success via one very simple lesson: “Shifting one’s focus from getting to giving (constantly and consistently providing value to others) is both very fulfilling and the most profitable way to do business.

Now Burg is back with a new book, offering deeper insight about what it means to be truly influential and providing powerful strategies for mastering the art of persuasion.
 
Faced with the task of persuading someone to do what we want, most of us expect, and often encounter, resistance. We see the other person as an adversary and often resort to coercion or manipulation in order to get our way. But while this approach might at times bring us short-term results, it leaves people with a bad feeling about themselves and about us. At that point, our relationship with the person is weakened and our influence dramatically decreased.
 
There is a better way.
 
Drawing on his own experiences and the stories of other influential people, Burg offers five simple principles of what he calls “ultimate influence”—the ability to win people to your side in a way that leaves everyone feeling great about the outcome…and about themselves!:

·Control your own emotions: Responding calmly rather than allowing your emotions to get the better of you will ensure not putting the other person on the defensive but rather help them remain open to your ideas.

·Understand the clash of belief systems: Every individual operates based on an unconscious set of beliefs, experiences, and ideas, which are most likely very different from yours. Understand this and you can avoid confusion and numerous misunderstandings that stand in the way of most people’s ability to influence.

·Acknowledge their ego: People want to feel good about themselves; if you make someone genuinely feel good, you’re one step closer to making an ally.

·Set the proper frame: People react and respond to other people. Approach potential conflicts from a position of benevolence, resolution, and helpfulness and they will follow suit.

·Communicate with tact and empathy: While the first four principles are vital, this is what brings it all home. Saying the right thing at the right time makes all the difference in terms of moving people to your side of the issue and taking the appropriate action that benefits all concerned.
 
In the tradition of Dale Carnegie's How to Win Friends and Influence People and Robert Cialdini's Influence, Burg offers a tried-and-true framework for building alliances at work, at home, and anywhere else you seek to win people over.

操縱人心可以贏得一時,卻不會永遠獲勝。 

這本書提醒我們,當今一個人影響力的大小取決給出什麼,而非獲得什麼。

──華頓商學院教授、《給予》作者 亞當‧格蘭特 

 

操縱人心,是為了自身利益而去影響他人,讓他們去做「你」想要的事;

而說服力,則是兼顧他人的利益,讓他們去做「你們」想做的事。 


故事開始於兩位立場不同主角之間的談判衝突。一位是全美寵物連鎖店「史密斯與班克斯」主要採購人員吉莉安;另一位則是新創寵物食品公司「毛茸茸天使」的創辦人傑克森。 


兩家公司各有對方想要得到的優勢。對吉莉安來說,「毛茸茸天使」能提供公司有特色、高品質、有競爭力的產品,若簽下獨家經銷權的合約,更可為她爭取升遷加薪的機會。 


對傑克森來說,他能透過「史密斯與班克斯」將天然食品帶給更多毛小孩,以及說服銀行提供貸款擴增事業。但他不想犧牲與舊夥伴的合作關係,接受「獨家經銷權」來換取一線生機。 


雙方起初在會議中針鋒相對,結果令人倍感挫折。沒想到,他們各自巧遇一位神祕、仁慈的導師,兩人都在接下來的一周裡,向兩位導師學習新型談判的精髓,也就是真誠影響力的五個祕密。 


他們了解到,操縱人心的人或許會有下屬,卻永遠無法擁有一個團隊;會有顧客,卻少有忠實顧客;會有家人朋友,卻很難擁有真正快樂、令人滿足的關係。這五個祕密不只可以用在商場上,更可以應用在任何地方。 


在現今越趨兩極化的世界,我們更需要懂得如何搭起差異之間的橋樑、化解紛爭。本書提供了一個能夠達成目的,同時還能改變世界的方式,也為成功做了新的詮釋。


各界推薦

★《給予》作者 亞當‧格蘭特、國際高管教練暨思想家 馬歇爾.葛史密斯、美國理財大師 大衛‧巴哈、「富爸爸」系列共同作者 莎朗‧L‧萊希特 


★王介安(廣播主持人、GAS口語魅力培訓®創辦人)、李河泉(超級職場學院.主題講師班創辦人、華人知名企業講師)、林靜如(律師娘)、黃大米(作家)、黃永猛(BNSC商業談判中心主持人、知名講師)、楊斯棓(醫師、台灣菲斯特顧問)、裘凱宇(溝通心理學家)、趙胤丞(振邦顧問有限公司執行長、胤嚮筆記創辦人、《拆解問題的技術》作者)、蔡宇哲(台灣應用心理學會理事長、哇賽!心理學總編輯)──感動推薦 

“Most people just laugh when they hear that the secret to success is giving. . . . Then again, most people are nowhere near as successful as they wish they were.” The Go-Giver tells the story of an ambitious young man named Joe who yearns for success. Joe is a true go-getter, though sometimes he feels as if the harder and faster he works, the further away his goals seem to be. Desperate to land a key sale at the end of a bad quarter, he seeks advice from the enigmatic Pindar, a legendary consultant referred to by his many devotees sim­ply as the Chairman. Over the next week, Pindar introduces Joe to a series of “go-givers”: a restaurateur, a CEO, a financial adviser, a real estate broker, and the “Connector” who brought them all together. Pindar's friends teach Joe the Five Laws of Stratospheric Success and help him open himself up to the power of giving. Joe learns that changing his focus from getting to giving-putting others' interests first and continually adding value to their lives-ultimately leads to unexpected returns. Imparted with wit and grace, The Go-Giver is a classic bestseller that brings to life the old proverb “Give and you shall receive.” Nearly a decade since its original publication, the term “go-giver” has become shorthand for a defining set of values embraced by hundreds of thousands of people around the world. Today this timeless story continues to help its readers find fulfillment and greater success in business, in their personal lives and in their communities. This expanded edition includes the text of the original business parable, together with a foreword by Arianna Huffington, a new intro­duction, a discussion guide, and a Q&A with the authors.
The Sages asked, “Who is mighty?” and answered, “Those who can control their own emotions and make of an enemy a friend.”

In the bestselling book The Go-Giver, Bob Burg and John David Mann revolutionized the way we think about success via one very simple lesson: “Shifting one’s focus from getting to giving (constantly and consistently providing value to others) is both very fulfilling and the most profitable way to do business.

Now Burg is back with a new book, offering deeper insight into what it means to be truly influential and providing powerful strategies for mastering the art of winning people over.


Faced with the task of persuading someone to do what we want, most of us expect, and often encounter, resistance. We see the other person as an adversary and often resort to coercion or manipulation in order to get our way. But while this approach might at times bring us short-term results, it leaves people with a bad feeling about themselves and about us. At that point, our relationship with the person is weakened and our influence dramatically decreased.


There is a better way.


Drawing on his own experiences and the stories of other influential people, Burg offers five simple principles of what he calls Ultimate Influence—the ability to win people to your side in a way that leaves everyone feeling great about the outcome . . . and about themselves!:


• Control your own emotions: Responding calmly rather than allowing your emotions to get the better of you will ensure not putting others on the defensive but rather help them remain open to your ideas.


• Understand the clash of belief systems: Every individual operates based on an unconscious set of beliefs, experiences, and ideas, which are most likely very different from yours. Understand this and you can avoid confusion and numerous misunderstandings that stand in the way of most people’s ability to influence.


• Acknowledge their ego: People want to feel good about themselves; if you make someone genuinely feel good, you’re one step closer to making an ally.


• Set the proper frame: People react and respond to other people. Approach potential conflicts from a position of benevolence, resolution, and helpfulness and they will follow suit.


• Communicate with tact and empathy: While the first four principles are vital, this is what brings it all home. Saying the right thing at the right time makes all the difference in terms of moving people to your side of the issue and taking the appropriate action that benefits all concerned. 

In the tradition of Dale Carnegie’s How to Win Friends and Influence People and Robert Cialdini’s Influence, Burg offers a tried-and-true framework for building alliances at work, at home, and anywhere else you seek to win people over.

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