TY  - BOOK
AU  - Barnes,B.Kim
TI  - Exercising influence: : a guide for making things happen at work, at home, and in your community
SN  - 9781119071587
U1  - 153.85 
PY  - 2015///]
CY  - Hoboken, New Jersey
PB  - Wiley
KW  - Influence (Psychology)
KW  - Persuasion (Psychology)
KW  - Compliance
N1  - 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
ER  -