| Description |
About the Book We succeed in business and in life when we influence how others think, feel, and act: getting them to accept our point of view, follow our lead, join our cause, feel our excitement, or buy our products and services. The act of influencing is such a part of our daily lives that we often don't even realize when we (or others) are doing it. But to succeed, we need to know how influence works... and how to use it. Influencing effectively requires adaptability, perceptiveness, and insight into other people and cultures. Based on 20 years of research, Elements of Influence shows readers how to:
Filled with exercises and practical applications, this book shows how anyone can increase his or her influence to achieve greater success. About the Author Terry R. Bacon (Durango, CO) is the founder of Lore International Institute, a widely respected executive development firm recently acquired by Korn/Ferry International. He is now the scholar in residence in that firm and is the author of many books including Powerful Proposals (978-0-8144-7232-3), What People Want, and The Elements of Power (978-0-8144-1511-5). |
| Author Biography |
TERRY R. BACON (Durango, CO) is the founder of Lore International Institute, a widely respected executive-development firm recently acquired by Korn/Ferry International. He is now the scholar in residence in that firm and is the author of many books including Powerful Proposals (978-0-8144-7232-3), What People Want, and The Elements of Power (978-0-8144-1511-5). |
| Table of Contents |
CONTENTS
Preface ix Acknowledgments xiii Introduction 1
Part I: Getting Others to Follow Your Lead 11 Chapter 1: Fundamentals of Influence 13 Chapter 2: The Ways and Means of Influence 35
Part II: Ethical Influence Techniques 47 Chapter 3: Let Me Explain: Logical Persuading and Legitimizing 51 Chapter 4: Believe Me: Exchanging and Stating 75 Chapter 5: Finding Common Ground: Socializing and Appealing to Relationship 97 Chapter 6: What Do You Think? Consulting and Alliance Building 113 Chapter 7: Finding Inspiration: Appealing to Values and Modeling 135 Chapter 8: Increasing Your Impact: How to Become More Influential 161
Part III: The Dark Side of Influence 187 Chapter 9: I Would Prefer Not To: Avoiding 191 Chapter 10: There’s a Sucker Born Every Minute: Manipulating 205 Chapter 11: Winning Through Intimidation 223 Chapter 12: Making an Offer They Can’t Refuse: Threatening 243
Appendix A: Definitions of Power Sources, Influence Techniques, and Influence Skills 249 Appendix B: Global Influence Research 263
Notes 273 Index 279 About the Author 288 |
