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
|Item type||Home library||Call number||Status||Notes||Date due||Item reserves|
|EBook||International||EBL Ebook (Browse shelf)||eBook||Available as an ebook here|
|Book||New Zealand||200 ELE (Browse shelf)||Available|
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.