Includes bibliographical references (pages 163-164) and index.

Part I. Exercising influence

What we've got here is a failure to influence : dealing with life 101

What is influence, and why do we want to have it? The upside and the downside

A model for exercising influence : building relationships and getting results

Expressive influences : sending ideas and generating energy

Receptive influence : inviting ideas and stimulating action

Influencing in action : a world of possibilities

Part II. Planning for influence

Developing an influence plan : design thinking for influence opportunities

Establishing influence objectives : what will success look like?

Focus on the relationship : influence works both ways

Focus on the context : the individual

Focus on the context : system, organization culture, and timing

Focus on the context : yourself

Focus on the issues : what's at stake?

Choosing and using influence behaviors to achieve your objective : how to create your approach

Putting your plan to work : treating the unexpected as an opportunity

Part III. Special issues in influence

The ethics of influence : doing well by doing good

Influencing electronically : the wonders and terrors of instant communication

Influencing through social media : expanding your sphere of influence

Applied influence : making things happen

Influencing indirectly : influencing beyond your boundaries

Influencing your team : from one to many

Your brain on influence : what neuroscience and behavioral economics can teach us

Afterword : the paradox of failure

Appendix A. Coaching partnerships

Appendix B. Influence plan

Appendix C. Meeting processes that support effective influencing

Appendix D. Sentence starters

Appendix E. Influence scenarios

Appendix F. Self-assessment