How to get what you want without having to ask

Contents......Page 6
Introduction......Page 10
PART 1 Be the Kind of Person Who Gets What They Want......Page 13
Know What You Want......Page 15
Know Why You Want It......Page 17
Know How Much You Want It......Page 19
Want What You Get......Page 21
Don’t Be a Fuzzy Thinker......Page 23
Know What It Takes......Page 25
Work Out Who You Need on Your Side......Page 27
Break Big Ambitions into Chunks......Page 29
Set Up Some Milestones......Page 31
Celebrate Every Step......Page 33
Write It All Down......Page 35
Analyze Your Sticking Points......Page 37
Set Your Deadlines......Page 39
Check Out the Back Door......Page 41
Don’t Make Excuses......Page 43
Think Positive......Page 45
Don’t Hang Out with Naysayers......Page 47
Say It Out Loud......Page 49
Believe in Yourself......Page 51
Expect Ups and Downs......Page 53
Enjoy It When You Get It......Page 55
PART 2 Be the Kind of Person People Want to Say Yes To......Page 57
Don’t Fake It—Have Real Confidence......Page 59
Sound Confident......Page 61
Look Confident......Page 63
Learn to Say No......Page 65
Give Them an Alternative......Page 67
Be a Broken Record......Page 69
Be Sure You’re Sorry......Page 71
Say What You Mean......Page 73
Think Before You Speak......Page 75
Be Prepared to Disagree......Page 77
Control Yourself......Page 79
Express Yourself......Page 81
Don’t Use Emotional Blackmail…......Page 83
…and Don’t Give In to It......Page 85
Treat People with Respect......Page 87
Have Plenty of Time......Page 89
Be Likeable......Page 91
Have a Sense of Humor......Page 93
Be Honest......Page 95
Always Say Thank You......Page 97
Don’t Do Too Much......Page 99
Give a Bit Extra......Page 101
Be Generous......Page 103
Praise but Don’t Flatter......Page 105
Be Loyal......Page 107
Don’t Talk Behind People’s Backs......Page 109
Learn to Take Criticism Well......Page 111
Admit Your Mistakes......Page 113
Get to Know People......Page 115
Learn to Listen Properly......Page 117
Know What You’ve Agreed To......Page 119
Pick Up the Signals......Page 121
Sympathize with Other People’s Anger......Page 123
Don’t Respond to Tactical Anger......Page 125
Give Other People Results......Page 127
Be Part of Your Organization......Page 129
Work Hard......Page 131
Work Right......Page 133
Be Worth It......Page 135
PART 3 Help Them to Say Yes......Page 137
Make Sure You’re Getting Through to Them......Page 139
And Make Sure They’re Getting Through to You......Page 141
Think About Why They’d Say No......Page 143
Show You Understand......Page 145
Be Objective......Page 147
Give Them an Excuse to Make an Exception......Page 149
Solve Their Problems......Page 151
Read the Clues......Page 153
Learn What Gets Them Going......Page 155
Use the Right Words......Page 157
Get the Timing Right......Page 159
Tell Them What You Want Without Asking......Page 161
Don’t Keep Dropping Hints......Page 163
Make It Hypothetical......Page 165
Ask Questions......Page 167
Ask for Advice Instead of a Job......Page 169
Get Someone to Do the Asking for You......Page 171
Tell Them You Need Them......Page 173
Don’t Rush Them......Page 175
Give Them What They Want......Page 177
Make Them Think It Was Their Idea......Page 179
Discourage Their Bad Ideas......Page 181
Find Out What It Will Take......Page 183
Get a Team Behind You......Page 185
PART 4 And If You Really Do Have to Ask…......Page 187
Be Clear What You’re Asking......Page 189
Pick Your Moment......Page 191
Make a Date......Page 193
Know When to Put It Off......Page 195
Keep to the Script......Page 197
Rehearse It......Page 199
Rehearse Their Answer......Page 201
Don’t Go On About It......Page 203
Get the Essentials on Paper......Page 205
Have a Bottom Line......Page 207
Ask for More Than You Want......Page 209
Don’t Make Empty Threats......Page 211
Think About It......Page 213
Put the Decision in Writing......Page 215
Be Ready to Be Decisive......Page 217
Don’t Give Up......Page 219