Influence: Gaining Commitment, Getting Results (Second Edition)

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Your leadership position isn't always enough to motivate people to do what you ask. So how can you get the results your organization expects?

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Author Harold Scharlatt and Roland Smith
ISBN 978-1-60491-091-9
Publisher CCL Press
Guidebooks Ideas Into Action Guidebook

Influence is an essential component of leadership. Your position in an organization and the power it gives you aren't always enough to motivate people to do what you ask. You may negotiate with or persuade people to make short-term behavioral change, but to create sustained change, you will need to influence them, which includes negotiation, persuasion, and other methods. Developing your skill at using different influence tactics can help you achieve results when you use those tactics to get support from direct reports, peers, bosses, and even clients and vendors.

Table of Contents

Influence: Gaining Commitment, Getting Results (Second Edition), CCL Press, 2011
Why Influence? 7
Whom Do You Influence? 10
Influence Tactics 12
Which Influence Tactics Do You Use? 15
How Situation Affects Influence
Setting Your Goals
Identifying Benefits and Challenges
Developing Your Influence Session Script
Conducting an Influence Session
Reflecting on Your Influence Session
Conclusion 27
Suggested Readings 29
Background 31
Key Point Summary 32

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