Power Relationships: 26 Irrefutable Laws for Building Extraordinary Relationships

ISBN-13: 9781118585689 / Angielski / Twarda / 2014 / 208 str.

Jerold Panas

Opis

The Relationship Laws that Drive Success There are powerful but invisible laws that determine whether your relationships --with your clients, colleagues, and friends--will thrive or wither. These relationship laws are ever-present. When you align with them, the results are dramatic. Your network will grow rapidly. You'll be seen by clients as a trusted partner rather than an expense to be managed. And you'll find the people around you eager to help you succeed. When you ignore the laws, however, your efforts will falter. Relationship building will seem like very hard work. Power Relationships gives readers a unique, entertaining guide to relationship success at work and in life. Each of the 26 laws is illustrated and explained using a compelling, real-life story that shows how to implement it. The second section of the book presents 16 common relationship challenges with specific solutions. You'll read about:

• The top Citigroup executive whose relationship with a CEO was changed forever on a business trip that exploded into chaos, and how you can use the same principle to deepen your own relationships.
• The philanthropist who, on the verge of being mugged in a dark parking lot, learns how his actions have had an unimaginable ripple effect across several generations
• How one of the authors flew halfway around the world and used Law 18---Make them curious---to turn a make-or-break, five-minute meeting with a top executive into a long-term relationship.
• The chance encounter on an airplane with a famous actor that revealed a simple but profound truth. It's Law 25: -Build your network before you need it.-

Sobel (author of Clients for Life, All for One, and Power Questions (with Panas)) and Panas (author of Asking and Supremely Successful Selling) have sold over half a million books and are the leading authorities in their field. Power Relationships is a unique, road-tested guide to relationship success.

Spis treści

Download the Free Power Relationships Planning Guide ix

Chapter 1 The Missing Ingredient 1

Chapter 2 Be Audacious 7

Chapter 3 Where Were You? 13

Chapter 4 The Greatest Gift 19

Chapter 5 What s the Agenda? 25

Chapter 6 The Billionaire and the Minister 31

Chapter 7 Beware of a Cart Pulling a Horse 37

Chapter 8 Found Guilty 43

Chapter 9 Never Steal a Bacon Sandwich 49

Chapter 10 Oops! 57

Chapter 11 Don t Forget Your Wallet 63

Chapter 12 A Night in the Garbage Bin 69

Chapter 13 Don t Wait 77

Chapter 14 A Little Help for Your Friends 83

Chapter 15 Make It So 89

Chapter 16 A Puppy Tale 95

Chapter 17 The Carrot and the Stick 103

Chapter 18 Draw Them In 109

Chapter 19 Color Me Pink 115

Chapter 20 Are You Clever or Wise? 121

Chapter 21 For the Sheer Joy of It 127

Chapter 22 A Tale of Two Cities 133

Chapter 23 To Die For 139

Chapter 24 Start an Epidemic 145

Chapter 25 Build It First 151

Chapter 26 A Pebble in a Pond 157

Applying the Laws 163

About the Authors 191

O autorze

ANDREW SOBEL is the leading authority on client relationships and the skills and strategies required to earn enduring client loyalty. Andrew is the coauthor, with Jerold Panas, of the bestselling Power Questions (Wiley) as well as seven other acclaimed books on building clients for life. He has been featured in the Harvard Business Review, the New York Times, and USA Today. His clients include senior executives at leading companies such as Citigroup, Ernst & Young, Cognizant, and Booz Allen Hamilton.

AndrewSobel.com

JEROLD PANAS is the world′s leading consultant in philanthropy and the CEO of Jerold Panas, Linzy & Partners, the largest consulting firm in the world for advising nonprofit organizations and foundations on fundraising. Jerry is the author of fourteen bestselling books on fundraising and nonprofit management. He works directly with CEOs, boards, and development professionals around the world.

JeroldPanas.com

Blurb

Praise for Power Relationships

"Relationships come about in different ways: adversity, kindness, luck, planning, and humility can all play their part. Andrew and Jerry in their inimitable style and with the credibility of experts in the field illustrate practically and amusingly how relationships are created that are lasting and mutually beneficial."

Sir Win Bischoff, Chairman, Lloyds Banking Group

"Power Relationships provides the perfect advice and examples on how to build relationships that truly work. It′s an enjoyable read that will produce real results. I hope every person in Grant Thornton throughout the world reads the book, and that our competitors do not."

Ed Nusbaum, Global CEO, Grant Thornton International

"Jerry and Andrew have written a book that unlocks the secret of relationship building. Relationships govern our personal world and everything we do. It is the zest in our life with our family, colleagues, and clients. Power Relationships is the best–written book on the subject. I want all of our staff and employees to have a copy."

Mark Cummings, President and CEO, ScotiaLife Financial

"I wish everyone could read Power Relationships. It would be a better world. This book leads the way. It proves to me that if business is based only on monetary gain, you will not solve an issue without a fight. Read Power Relationships for the answer."

Alan Hassenfeld, Former CEO and Chairman of the Board, Hasbro, Inc.

"Sobel and Panas have added real substance to the basic truth that success in life depends on relationships between people. One cannot hope to excel in sales, supervision, service, or personal growth without sensitivity to the twenty–six tenets that the authors identify and explain persuasively. The many short stories that illustrate the main points in this volume are a delight to read."

Richard Ekman, PhD, President, Council of Independent Colleges

"If you believe your business should be all about the client, you′ll find Power Relationships a truly powerful book. It clearly shows how to create win–wins with your most important clients and prospects."

Francesco Vanni d′Archirafi, CEO, Citi Holdings, Citigroup