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Elements of influence : the art of getting others to follow your lead by Terry R. Bacon.

By: Bacon, Terry R.
Publisher: New York, NY American Management Association, 2012Description: xiii, 287 p. : ill. ; 24 cm.ISBN: 9780814417324 (hbk.); 0814417329 (hbk.).Subject(s): Human relations | Leadership | BehaviourOnline resources: Download as an eBook
Contents:
GETTING OTHERS TO FOLLOW YOUR LEAD : Fundamentals of influence ; The ways and means of influence ; ETHICAL INFLUENCE TECHNIQUES : Let me explain: logical persuading and legitimizing ; Believe me: exchanging and stating ; Finding common ground: socializing and appealing to relationship ; What do you think? Consulting and alliance building ; Finding inspiration: appealing to values and modeling ; Increasing your impact: how to become more influential ; THE DARK SIDE OF INFLUENCE : I would prefer not to: avoiding ; There’s a sucker born every minute: manipulating ; Winning through intimidation ; Making an offer they can’t refuse: threatening ; APPENDICES: Definitions of power sources, influence techniques, and influence skills ; Global influence research
Summary: Discusses what influence is and how to become more influential. Describes ten commonly used influencing techniques and four unethical influence practices. Provides practical examples and exercises for each technique.
Item type Home library Call number Status Notes Date due Item reserves
EBook EBook International
EBL Ebook (Browse shelf) eBook Available as an ebook here
Book Book New Zealand
200 ELE (Browse shelf) Available
Total holds: 0

GETTING OTHERS TO FOLLOW YOUR LEAD : Fundamentals of influence ; The ways and means of influence ; ETHICAL INFLUENCE TECHNIQUES : Let me explain: logical persuading and legitimizing ; Believe me: exchanging and stating ; Finding common ground: socializing and appealing to relationship ; What do you think? Consulting and alliance building ; Finding inspiration: appealing to values and modeling ; Increasing your impact: how to become more influential ; THE DARK SIDE OF INFLUENCE : I would prefer not to: avoiding ; There’s a sucker born every minute: manipulating ; Winning through intimidation ; Making an offer they can’t refuse: threatening ; APPENDICES: Definitions of power sources, influence techniques, and influence skills ; Global influence research

Discusses what influence is and how to become more influential. Describes ten commonly used influencing techniques and four unethical influence practices. Provides practical examples and exercises for each technique.

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