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

ISBN-10: 158376156X
ISBN-13: 9781583761564
Edition: 2001
Authors: Alan Vengel
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Description: This text teaches the reader the skills needed to enlist the help of others, inside and outside the organisation, to achieve goals. Vengel offers tips for influence in business situations, showing how to influence without authority and sell ideas.

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Book details

List price: $19.95
Copyright year: 2001
Publisher: Berrett-Koehler Publishers, Incorporated
Publication date: 1/1/2001
Binding: Paperback
Pages: 106
Size: 7.00" wide x 9.00" long x 0.50" tall
Weight: 0.550
Language: English

This text teaches the reader the skills needed to enlist the help of others, inside and outside the organisation, to achieve goals. Vengel offers tips for influence in business situations, showing how to influence without authority and sell ideas.

Alan Vengel is the founder of VengelConsulting Group. The author of The Influence Edge andSprout!, he has taught at McGill University, USC, and UCLA.

Foreword
Introduction
Why You Need Influence Skills
Determining Where You Want More Influence
Five Good Reasons for Attaining Influence Skills
Determining What You Know About Influence
Building Your Strategy
Focusing Your Influence Needs
Identifying a Specific Influence Situation
Mastering the Two Fundamental Factors of Any Influence Situation
The Two Fundamental Factors of Any Influence Situation
Jim's Story
Jim's Dilemma
A Closer Look at the Two Fundamental Factors
Applying the Two Fundamental Factors
Influencing a Group
Influencing a Group
Determining Your Action Steps
Learning the Key Behaviors That Drive Influence Success
What Is Push Energy?
Being Smart About Push Energy
What Is Pull Energy?
Being Smart About Pull Energy
What Is Push/Pull Energy?
Being Smart About Push/Pull Energy
The Five Key Behaviors of Push, Pull, and Push/Pull Energy
Building Your Strategy
Self-Assessment
Putting the Five Key Behaviors to Work for You
Building Your Strategy
Practicing in the Field
Attuning to Personal Communication Styles
Revisiting Your Situation
The Authoritarian and You
The Analyzer and You
The Visionary and You
The Supporter and You
Building Your Strategy
The Four Communication Styles
Putting Together a Complete Influence Strategy
Working the Strategy Steps: The Leslie Problem
Identifying Situational Factors
Identifying Behaviors
Determining the Behavior Sequence
Distancing Strategy
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
Practice Makes It Perfect
Practice Makes It Perfect (Scenario Two)
Practice Makes It Perfect (Scenario Three)
Practice Makes It Perfect (Scenario Four)
Honing Your Influence Edge by Building Rapport
Visual People
Auditory People
Kinesthetic People
Building Your Strategy
Representational Systems and Your Influence Subject
Wrap-Up
About the Author

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