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The influence edge : how to persuade others to help you achieve your goals / Alan A. Vengel.
- Format:
- Book
- Author/Creator:
- Vengel, Alan A., 1947-
- Language:
- English
- Subjects (All):
- Teams in the workplace.
- Industrial management.
- Physical Description:
- viii, 106 p.
- Edition:
- 1st ed.
- Place of Publication:
- San Francisco, CA : Berrett-Koehler Communications, c2000.
- Language Note:
- English
- System Details:
- Mode of access: World Wide Web.
- Summary:
- An experienced organizational consultant shows readers how to build alliances and persuade peers, not just boss them around. He uses case studies and anecdotes from his own practice to illustrate specific tactics that can be used in any work situation.
- Contents:
- Intro
- Table of Contents
- Foreword
- Introduction
- Chapter One: Why You Need Influence Skills
- Worksheet 1: 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
- The Five Key Behaviors of Push, Pull, and Push/Pull Energy
- Worksheet 12: Self-Assessment
- Putting the Five Key Behaviors to Work for You
- 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
- 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
- Worksheet 24: Representational Systems and Your Influence Subject
- Wrap-Up
- About the Author.
- Notes:
- Bibliographic Level Mode of Issuance: Monograph
- Includes bibliographical references and index.
- ISBN:
- 9786612299711
- 9781282299719
- 1282299719
- 9781605092553
- 160509255X
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