About the Book
What works best in relationships is often the exact opposite of what we are taught, or what our baser instincts advise.
We’re encouraged to impress; trust grows when we connect.
We feel pressure to sell; influence grows when we help.
We’re told to appear polished and composed; credibility grows when we’re willing to be real.
Informative research and inspiring stories in three parts
Opposite mindsets and skill sets can be learned.
Part I: Fundamental Truths. Those who understand seven (sometimes mind-bendy) relationship essentials—like the unexpected ways trust is built, the special relationship between trust-building and risk-taking, and the importance of “soft skills” which are really power skills—will be well on their way to relationship mastery.
Part II: Bold Moves That Build Trust. Discover new and different ways to be courageous in the relationships that matter. Find out why things like being overly professional and polished are problematic and what to do instead.
Part III: The Hidden Drivers of Influence. A different take that places far less emphasis on the ability to make a compelling case and far more on things like mindset, masterful listening, and the magic of being in-the-moment.
Who it’s for
The Opposite is specifically for people who want to improve their client relationships:
Consultants
Business developers/salespeople
Shared services professionals
Client-facing leaders/executives responsible for relationship building
As a happy byproduct, the lessons also apply to work relationships in general as well as personal relationships.
If your success depends on differentiation, influence, and lasting relationships … The Opposite just may be for you.
download a sample chapter »
The ideas in this book are very important not only for those in consulting or other professional services roles, but for anyone in leadership in any business or nonprofit.”
— Andrew Baer | Former CIO, Comcast Cable
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