The Influence Edge - How to Persuade Others to Help You Achieve Your Goals

OLD-SCHOOL top-down organizational behavior won't cut it anymore. Direct chain-of-command hierarchies are obsolete, fast giving way to networked, team-oriented organizations. To be successful, the ability to influence others-especially others over whom you have no direct control-is a must. You have to build alliances and persuade people, not boss them around.
The ability to influence people isn't something you're born with, it's a skill anyone can acquire. In his new book, The Influence Edge, experienced organizational consultant Alan Vengel teaches the influence skills needed to enlist the cooperation of others, inside and outside the organization, to achieve your professional goals.
Drawing on case studies and illustrative anecdotes from his consulting practice, Vengel introduces a powerful system of influence initiatives and strategic thinking that anyone can apply to almost any work situation. The Influence Edge details specific influence tactics that can lead to workplace success. It provides a nuts and bolts guide for planning for a real influence situation, and shows exactly how to map out a strategy. And The Influence Edge goes deeper into the influence realm to show how to build better long-term rapport, even with really difficult people.
An interactive self-study guide, The Influence Edge offers immediate hands-on applications. Its heavily tested, practical insights are embodied in a variety of exercises that help readers evaluate their progress, reflect deeply on what they've read, and build a personal strategy for increasing their influence edge.
Vengel equips readers to influence without authority, sell ideas, and build relationships. The Influence Edge is designed to be used again and again. It provides a complete toolkit for turning the often disorderly and seemingly impossible task of getting someone else to help you achieve your goal into an entirely viable process of analysis, preparation, and action....

Table des matières

Foreword by Angel Rampy, Manager, Nortel Networks
Introduction
Chapter One: Why You Need Influence Skills
Worksheet1: Determining Where You Want More Influence
Five Good Reasons for Attaining Influence Skills
Worksheet 2: Determining What You Know About Influence
Building Your Strategy
Worksheet 3: Focusing Your Influence Needs
Worksheet 4: Identifying a Specific Influence Situation
Chapter Two: Mastering the Two Fundamental Factors of Any Influence Situation
The Two Fundamental Factors of Any Influence Situation
Jim s Story
Worksheet 5: Jim s Dilemma
A Closer Look at the Two Fundamental Factors
Worksheet 6: Applying the Two Fundamental Factors
Influencing a Group
Worksheet 7: Influencing a Group
Worksheet 8: Determining Your Action Steps
Chapter Three: Learning the Key Behaviors That Drive Influence Success
What Is Push Energy?
Worksheet 9: Being Smart About Push Energy
What Is Pull Energy?
Worksheet 10: Being Smart About Pull Energy
What Is Push/Pull Energy?
Worksheet 11: Being Smart About Push/Pull Energy
Five Key Behaviors of Push, Pull, and Push/Pull Energy
Building Your Strategy
Worksheet 12: Self-Assessment
Putting the Five Key Behaviors to Work for You Building Your Strategy
Worksheet 13: Practicing in the Field
Chapter Four: Attuning to Personal Communication Styles
Worksheet 14: Revisiting Your Situation
Worksheet 15: The Authoritarian and You
Worksheet 16: The Analyzer and You
Worksheet 17: The Visionary and You
Worksheet 18: The Supporter and You
Building Your Strategy
Worksheet 19: The Four Communication Styles
Chapter Five: Putting Together a Complete Influence Strategy
Working the Strategy Steps: The Leslie Problem
Strategy Step One: Identifying Situational Factors
Strategy Step Two: Identifying Behaviors
Strategy Step Three: Determining the Behavior Sequence
Strategy Step Four: Distancing Strategy
Chapter Six: Practice Scenarios for Increasing Your Influence Skills
When to Use the Key Behaviors: A Closer Look
Guide for Mastering the Key Behaviors
More Practice Scenarios for Mastering the Key Behaviors
Worksheet 20: Practice Makes It Perfect (Scenario One)
Worksheet 21: Practice Makes It Perfect (Scenario Two)
Worksheet 22: Practice Makes It Perfect (Scenario Three)
Worksheet 23: Practice Makes It Perfect (Scenario Four)
Chapter Seven: Honing Your Influence Edge by Building Rapport \
Visual People
Auditory People
Kinesthetic People
Building Your Strategy
Worksheet 24: Representational Systems and Your Influence Subject
Wrap-Up
About the Author

A propos de l'auteur

Alan A. Vengel

Détails du produit

• Auteurs: VENGEL, Alan A Vengel, Alan A. Vengel
• Edition: Berrett Koehler Publishers
• Langues: Anglais
• Format d'édition: Livre de poche
• Sortie: 08.01.2001
• EAN: 9781583761564
• ISBN: 978-1-58376-156-4
• Pages: 120
• Dimensions: 187 mm x 236 mm x 9 mm
• Thème: UK Professional Business Management / Business
• Catégories: Livres de conseils > Psychologie, quotidien > Développement personnel; Sciences sociales, droit, économie > Economie > Gestion