The influence game : 50 insider tactics from the Washington, D.C., lobbying world that will get you to yes / Stephanie Vance.

Format:

Book

Author/Creator:

Vance, Stephanie, 1966-

Language:

English

Subjects (All):

Lobbying--United States.

Lobbying.

Physical Description:

1 online resource (xii, 196 pages)

Edition:

1st ed.

Place of Publication:

Hoboken, N.J. : Wiley, 2012.

Summary:

"Get what you want, every time!Imagine a world where you are offered every job you seek; every business venture you undertake is successful; and every potential customer you approach buys your product. Now imagine that all of this can be achieved--ethically and honestly. All you need is the help of one battle-tested guide, The Influence Game. Former Washington, D.C. lobbyist Stephanie Vance dispenses everything she's learned about effective (and, believe it or not, honest) persuasion. Learn how to apply this power to any situation by using D.C. insider influence strategies and applying a step-by-step, easy-to-understand process for success. Learn how to develop and articulate effective goals Structure both long and short-term persuasion efforts Identify and research primary and secondary audiences Crafting those all important personal stories Stephanie Vance has seen the influence game from every angle. Follow her lead to get past being heard to the real goal of being agreed with"-- Provided by publisher.

Contents:

Intro

The Influence Game: 50 Insider Tactics from the Washington, D.C., Lobbying World That Will Get You to Yes

Contents

Acknowledgments

Introduction

Being Heard versus Being Agreed With

What This Book Will Tell You

Influence in the Real World

1 Principles of Influence

What Influence Is Not About

Manipulation

Bribery

Selling Out

Logic

Lying

What Influence Is About

Passion and Conviction

Reason

Ethics and Honesty

Relationships

Individuals

Crowds

Perseverance

Relevance

Authenticity (or Charm)

Action

Know the Difference Between a Good Cause and a Special Interest

2 Know What You Want

Tactic 1: Your Effort Is a Cause

Tactic 2: Know the Nature of What You're Selling

Intent: Action or Inertia

Scope: Controversial or Easy

Importance: Must-Do versus May-Do Decisions

Time Frame: Short-Term or Long-Term

Specific Takeaways

Tactic 3: Set a SMART Goal

Specific

Measurable

Attainable and/or Achievable

Realistic

Timely

Tactic 4: Know Why You Want What You Want (and Why Your Audience Might Want What You Want)

Tactic 5: Know What You're Talking About

Applying the Know What You Want Rule in the Real World

3 Know the Competition

Tactic 6: Identify the Competition

Tactic 7: Know What You're Competing For

Resources

Time and Attention

The Ideological High Ground

Tactic 8: Research the Opposition

Tactic 9: Research Yourself as if You Were the Opposition

Tactic 10: Divide and Conquer

Tactic 11: Circle the Wagons

Applying the Know the Competition Rule in the Real World

4 Know the Arena.

Tactic 12: Find Your Decision Maker

Tactic 13: Find Your Plan B (and Plan C and Plan D) Decision Maker

Tactic 14: Ask the and Next Question

Tactic 15: Know the Rules of the Game

Applying the Know the Arena Rule in the Real World

5 Know Your Primary Audience-The "Influencees

Tactic 16: Know What Gets Them Up in the Morning- and Keeps Them Up at Night

Tactic 17: Know What They Need from You, Not What You Want to Give Them

Tactic 18: Categorize Your Primary Audience into Champions, Supporters, and the Rank and File

Find or Develop Champions

Don't Ignore Your Supporters

Identify the Rank-and-File and then Maintain Their Neutrality

Identify and Then Marginalize or Co-opt the Opposition

Applying the Know Your Primary Audience Rule in the Real World

6 Find Your Surrogates-The "Influentials

Tactic 19: Know Who Will Be Positively Impacted

Tactic 20: Know Who Influences Your Decision Maker

Superiors

Staff

Friends

Family

Contributors or Funders

Other Persuasive Interests

Tactic 21: Don't Network-Netplay

Tactic 22: Partner with Polar Opposites

Tactic 23: Remain Civil, Even with Those You Really Don't Like

Applying the Find Your Surrogates Rule in the Real World

7 The Campaign Plan

Tactic 24: Don't Bring a Knife to a Gunfight (or a Screwdriver to a Nut and Bolt)

Tactic 25: Create an Influence Reserve

Tactic 26: Don't Be a Nigerian Prince

Tactic 27: Numbers Don't Always Matter

Specific Takeaways.

Tactic 28: Do Not Start with Your Compromise Position

Tactic 29: Trade for Votes

Tactic 30: Know the Walk-Away Points

Tactic 31: Keep Track

Tactic 32: Strategize around the Risks

Applying the "Develop the Campaign Plan Rule" in the Real World

8 Crafting a Winning Message

Tactic 33: Don't Rest on the Power of Your Position

Tactic 34: Connect to the Issue du Jour

Tactic 35: Do Not Be Insulting-Whether on Purpose, in Secret or by Accident

Tactic 36: Find the Common Ground

Tactic 37: Remember the Puppies and Children Rule

Tactic 38: Use the SPIT Formula

Specific in Terms of What You Want

Specific in Terms of What the Audience Wants

Personal

Informative

Applying the Crafting the Message Rule in the Real World

9 Delivering the Message

Tactic 39: Pick the Delivery Method That Works for Your Audience, Not You

Meetings

Telephone

Fax

E-Mail

Social Media

Postal Mail

Be Merciful

Tactic 40: Have the Proper Materials

Tactic 41: Turn Lemons into Lemonade

Tactic 42: No Astroturf

Applying the Delivering the Message Rule in the Real World: Lather, Rinse, Repeat

10 The End Game

Tactic 43: Know the Difference between Persistence and Stalking

Tactic 44: Control the Uncontrollable

Tactic 45: What to Do if You Succeed

Tactic 46: Don't Take Credit- Even if You Deserve It

Tactic 47: Say Thank You

Tactic 48: Avoid Failure by Redefining Success

Tactic 49: Really Don't Do These Five Things

Number 5: Don't Insult the Decision Maker or Anyone Surrounding the Decision Maker

Number 4: Don't Interrupt the Decision Maker with Communications That Are Not Really High Priority

Number 3: Don't Be Vague about Your Goals

Number 2: Don't Not Know What You're Talking About

Number 1: Don't Give Up

Tactic 50: Have Fun

Index.

Notes:

Includes index.

ISBN:

9781118283592 (electronic book)

9781283917070

1283917076

9781118287279

1118287274