Exercising influence : a guide for making things happen at work, at home, and in your community
/ B. Kim Barnes
- Third edition
- xiii, 178 pages
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