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Influencing Skills
Struck by the short-term
success of the conventional - and comfortable - ‘command and control’
technique, not to mention the increasingly likely threat of being sued,
firms are seeking subtler, more strategic approaches to influencing
people at work.
This report takes managers beyond the enduring stick vs carrot debate
and:
- presents the full
range of influence tactics available to managers, from ‘shock’ to
‘coercion’, and explores the interplay of each
- offers ‘hardball’
techniques gleaned from negotiation pros for those in a hurry,
contrasted with the ‘softer’ side of influence in the shape of
Emotional
Intelligence (EI) and Neuro-Linguistic Programming (NLP)
- puts power in its
place, highlighting the many classes of power and their
consequences, including ‘referent’, ‘expert’, ‘positional’,
‘coercive’, and questions the contribution and role of fear
In addition to
exploring time-tested influencing techniques, this report outlines the
current ‘buzz’, ‘sizzle’ and ‘segment’ trends borrowed from marketing,
the growing importance of ‘fairplay’ in the influence equation, and the
influential effectiveness and impact of the ‘transformational’ and the
‘narcissist’ - today’s key leader types.
Click here to view Focus Report Index
Click here to order online
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Contents:
- Not Exactly Influence
- Influence Tactics
- Leaders & Influence
- The Power Factor
- The Fear Factor
- The Fairplay Factor
- Beyond Your Control?
- Lessons From Marketing
- Playing Hardball
- Going ‘Soft’?
- Tactical Tips
- References &
Further Reading
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