Cover -- Half title -- Title -- Copyright -- Dedication -- Contents -- Foreword -- Introduction -- Section 1 The Problem: Why Are You Struggling to Influence People? -- 1 The Dangers of "Disconnect" -- 2 Four Traps That "Disconnect" You -- 3 The Four Steps to Connecting and Influencing -- Section 2 STEP #1 Go for Great Outcomes -- 4 The First "R": Go for a Great Result -- 5 The Second "R": Go for a Great Reputation -- 6 The Third "R": Go for Great Relationships -- Section 3 STEP #2 Listen Past Your Blind Spot -- 7 To Discover Their There, Listen to the Music -- 8 Master Level-Four Listening -- 9 To Influence, Be Influenceable -- Section 4 STEP #3 Engage Them in Their There -- 10 Use the Three Gets of Engage -- 11 Push Their Buttons-Positively -- 12 Engage Across Cultures -- Section 5 STEP #4 When You've Done Enough . . . Do More -- 13 Do More Before, During, and After -- 14 Do More in All Three Value Channels -- 15 Ask Other People to Do More -- Section 6 Taking Real Influence to the Next Level -- 16 Let Adversity Lead You to Great Outcomes -- 17 Influence by Getting Out of the Way -- 18 Influence Positively After You've Made Big Mistakes -- 19 Let Gratitude Magnify Your Influence -- Section 7 Putting It All Together -- 20 Case Study #1-A Fuzzy Rescue -- 21 Case Study #2-Everything Matters -- 22 Case Study #3-Poised for Life -- 23 Case Study #4-Taming a Temperamental Group -- Epilogue -- Acknowledgments -- Index -- About the Authors.