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

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

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Berrett-Koehler Publishers, Inc.
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Influence Edge: How to Persuade Others to Help You Achieve Your Goals / Edition 1

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.

Product Details

ISBN-13: 9781583761564
Publisher: Berrett-Koehler Publishers, Inc.
Publication date: 01/28/2001
Edition description: 1ST
Pages: 106
Product dimensions: 7.42(w) x 9.19(h) x 0.51(d)

Table of Contents

Chapter 1Why You Need Influence Skills3
Worksheet 1Determining Where You Want More Influence7
Five Good Reasons for Attaining Influence Skills8
Worksheet 2Determining What You Know About Influence9
Building Your Strategy10
Worksheet 3Focusing Your Influence Needs13
Worksheet 4Identifying a Specific Influence Situation15
Chapter 2Mastering the Two Fundamental Factors of Any Influence Situation17
The Two Fundamental Factors of Any Influence Situation18
Jim's Story18
Worksheet 5Jim's Dilemma21
A Closer Look at the Two Fundamental Factors22
Worksheet 6Applying the Two Fundamental Factors25
Influencing a Group26
Worksheet 7Influencing a Group27
Worksheet 8Determining Your Action Steps29
Chapter 3Learning the Key Behaviors That Drive Influence Success31
What Is Push Energy?32
Worksheet 9Being Smart About Push Energy33
What Is Pull Energy?34
Worksheet 10Being Smart About Pull Energy37
What Is Push/Pull Energy?38
Worksheet 11Being Smart About Push/Pull Energy39
The Five Key Behaviors of Push, Pull, and Push/Pull Energy40
Building Your Strategy42
Worksheet 12Self-Assessment43
Putting the Five Key Behaviors to Work for You44
Building Your Strategy46
Worksheet 13Practicing in the Field49
Chapter 4Attuning to Personal Communication Styles51
Worksheet 14Revisiting Your Situation53
Worksheet 15The Authoritarian and You55
Worksheet 16The Analyzer and You57
Worksheet 17The Visionary and You59
Worksheet 18The Supporter and You61
Building Your Strategy62
Worksheet 19The Four Communication Styles63
Chapter 5Putting Together a Complete Influence Strategy65
Working the Strategy Steps: The Leslie Problem66
Strategy Step 1Identifying Situational Factors66
Strategy Step 2Identifying Behaviors68
Strategy Step 3Determining the Behavior Sequence69
Strategy Step 4Distancing Strategy70
Chapter 6Practice Scenarios for Increasing Your Influence Skills75
When to Use the Key Behaviors: A Closer Look81
Guide for Mastering the Key Behaviors82
More Practice Scenarios for Mastering the Key Behaviors84
Worksheet 20Practice Makes It Perfect85
Worksheet 21Practice Makes It Perfect (Scenario Two)87
Worksheet 22Practice Makes It Perfect (Scenario Three)89
Worksheet 23Practice Makes It Perfect (Scenario Four)91
Chapter 7Honing Your Influence Edge by Building Rapport93
Visual People95
Auditory People96
Kinesthetic People97
Building Your Strategy98
Worksheet 24Representational Systems and Your Influence Subject99
About the Author103

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