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About This Book.
Acknowledgments.
I. EXERCISING INFLUENCE.
1. What We’ve Got Here Is Failure to Influence.
2. What Is Influence, and Why Do We Want to Have It?
3. A Model for Exercising Influence: Building Relationships and Getting Results.
4. Expressive Influence: Sending Ideas and Generating Energy.
5. Receptive Influence: Inviting Ideas and Stimulating Action.
6. Influencing in Action.
PART II. PLANNING FOR INFLUENCE.
7. Developing an Influencing Plan.
8. Establishing Influence Goals.
9. Focus on the Relationship.
10. Focus on the Context: The Individual.
11. Focus on the Context: System, Organization, Culture, and Timing.
12. Focus on the Context: Yourself.
13. Focus on the Issues.
14. Choosing and Using Influence Behaviors to Achieve Your Goal.
15. Putting Your Plan to Work.
PART III. SPECIAL ISSUES IN INFLUENCE.
16. The Ethics of Influence.
17. Influencing Electronically.
18. Influencing Indirectly.
19. Applied Influence: Making Things Happen.
Afterword: The Paradox of Failure.
Appendices.
Appendix A. Coaching Partnerships.
Appendix B. Influence Plan.
Appendix C. Meeting Processes That Support Effective Influencing.
Appendix D. Sentence Starters.
Appendix E. Influence Scenarios.
Notes.
Resources.
Acknowledgments.
About the Author.
Index.
| Price | Condition | Delivery | Seller | Action |
| $99.99 | Digital |
| WonderClub |
Wanda Newton
reviewed Exercising Influence: A Guide For Making Things Happen at Work, at Home, and in Your Community on May 11, 2016
Exercising Influence
READ MAY 2016
Good overview of influence skills. I like the inclusion of "context" in the influence model as well as the two categories of influence behaviors. These are expressive influence and receptive influence behaviors.
Expressive influence "sends your ideas and energy out to others" (p. 29) and comes in the form of telling, selling, negotiating, or enlisting.
Receptive influence "invites others to contribute ideas, information, and action" (p. 39) and comes in the form of inquiring, listening, attuning, and facilitating behaviors.
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