Influence Edge: How to Persuade Others to Help You Achieve Your Goals / Edition 1

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In order to succeed in the new business environment, workers must learn how to influence people over whom they have no direct control. In this book, an experienced organizational consultant shows readers how to build alliances and persuade peers, not just boss them around. He uses case studies and anecdotes from his own practice to illustrate specific tactics that can be used in any work situation.

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Product Details

  • ISBN-13: 9781583761564
  • Publisher: Berrett-Koehler Publishers, Inc.
  • Publication date: 1/28/2001
  • Edition description: 1ST
  • Edition number: 1
  • Pages: 120
  • Sales rank: 1,340,079
  • Product dimensions: 7.42 (w) x 9.19 (h) x 0.51 (d)

Meet the Author

Alan Vengel is a consultant, speaker, and educator in management training and organizational development. Author of The Influence Edge, he lives in Danville, CA.

Rampy is Manager of Nortel Networks.

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Table of Contents

Foreword vii
Introduction 1
Chapter 1 Why You Need Influence Skills 3
Worksheet 1 Determining Where You Want More Influence 7
Five Good Reasons for Attaining Influence Skills 8
Worksheet 2 Determining What You Know About Influence 9
Building Your Strategy 10
Worksheet 3 Focusing Your Influence Needs 13
Worksheet 4 Identifying a Specific Influence Situation 15
Chapter 2 Mastering the Two Fundamental Factors of Any Influence Situation 17
The Two Fundamental Factors of Any Influence Situation 18
Jim's Story 18
Worksheet 5 Jim's Dilemma 21
A Closer Look at the Two Fundamental Factors 22
Worksheet 6 Applying the Two Fundamental Factors 25
Influencing a Group 26
Worksheet 7 Influencing a Group 27
Worksheet 8 Determining Your Action Steps 29
Chapter 3 Learning the Key Behaviors That Drive Influence Success 31
What Is Push Energy? 32
Worksheet 9 Being Smart About Push Energy 33
What Is Pull Energy? 34
Worksheet 10 Being Smart About Pull Energy 37
What Is Push/Pull Energy? 38
Worksheet 11 Being Smart About Push/Pull Energy 39
The Five Key Behaviors of Push, Pull, and Push/Pull Energy 40
Building Your Strategy 42
Worksheet 12 Self-Assessment 43
Putting the Five Key Behaviors to Work for You 44
Building Your Strategy 46
Worksheet 13 Practicing in the Field 49
Chapter 4 Attuning to Personal Communication Styles 51
Worksheet 14 Revisiting Your Situation 53
Worksheet 15 The Authoritarian and You 55
Worksheet 16 The Analyzer and You 57
Worksheet 17 The Visionary and You 59
Worksheet 18 The Supporter and You 61
Building Your Strategy 62
Worksheet 19 The Four Communication Styles 63
Chapter 5 Putting Together a Complete Influence Strategy 65
Working the Strategy Steps: The Leslie Problem 66
Strategy Step 1 Identifying Situational Factors 66
Strategy Step 2 Identifying Behaviors 68
Strategy Step 3 Determining the Behavior Sequence 69
Strategy Step 4 Distancing Strategy 70
Chapter 6 Practice Scenarios for Increasing Your Influence Skills 75
When to Use the Key Behaviors: A Closer Look 81
Guide for Mastering the Key Behaviors 82
More Practice Scenarios for Mastering the Key Behaviors 84
Worksheet 20 Practice Makes It Perfect 85
Worksheet 21 Practice Makes It Perfect (Scenario Two) 87
Worksheet 22 Practice Makes It Perfect (Scenario Three) 89
Worksheet 23 Practice Makes It Perfect (Scenario Four) 91
Chapter 7 Honing Your Influence Edge by Building Rapport 93
Visual People 95
Auditory People 96
Kinesthetic People 97
Building Your Strategy 98
Worksheet 24 Representational Systems and Your Influence Subject 99
Wrap-Up 101
About the Author 103
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