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How to influence: the art of making things happen

Author: Owen, Jo Series: Books that make you better Publisher: Pearson Prentice Hall, 2010.Language: EnglishDescription: 262 p. : Ill. ; 22 cm.ISBN: 9780273731160Type of document: BookBibliography/Index: Includes index
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Item type Current location Collection Call number Status Date due Barcode Item holds
Book Europe Campus
Main Collection
Print BF774 .O94 2010
(Browse shelf)
001272338
Available 001272338
Total holds: 0

Includes index

Digitized

How to Influence The Art of Making Things Happen Contents Introduction: the invisible hand of influence Part One The art of influence: acquiring influence and authority 1 Build your platform Influential people: borrow credibility and influence Influential places: go where the power is Claims to fame Agenda control Summary 2 Create a network Weaving the right web of influence Summary The hook Making commitment a two-way street Building a tribe: belonging, meaning and recognition Gaining commitment by giving control Public commitment, private challenge Summary 11 13 17 21 25 29 32 33 37 46 50 58 61 68 71 76 3 The commitment process: building incremental commitment 47 Part Two Whispers of influence: acting and looking the part 4 Act the part Act the part Ambition: the art of unreasonable management 79 81 84 90 Look the part First impressions Summary 5 Active listening Open and purposeful questions Reinforcement: the coffee-shop principle Paraphrasing Contradiction Disclosure Summary 6 Give to take Custom, not generic, generosity Earned, not unearned, generosity Measured, not unlimited, generosity Requested, not unrequested, help Summary 92 95 98 99 103 105 106 108 109 111 113 117 120 121 122 124 Part Three Weave your web: building commitment and loyalty 7 The partnership principle: become the trusted partner Treat people as humans, not roles Act and look like a partner Be credible Be selfless Make the most of moments of truth Summary 8 Build trust Values alignment Credibility Risk Distance Summary 125 127 130 131 133 136 137 139 141 146 149 151 154 159 9 Play the right tune Write the right script Understanding and adapting to the style of our colleagues Summary 161 163 174 181 Part Four Seize the moment: make the most of moments of truth 10 Pick your battles Negotiating budgets: the art of budget smartball Turning crisis into opportunity Conflict management: cold wars Conflict management: hot wars, from FEAR to EAR Assignments and projects Making a fast start Summary: style and substance 11 Win-win Focus on interests, not positions Offer options Make a symbolic concession Craft a story Public private partnerships Summary 12 Persuasive conversations Preparation Alignment Agree the problem/opportunity Explore benefits and outcomes Outline the solution Pre-empt and resolve outstanding problems Close and follow-up Summary 183 185 188 190 193 196 199 202 206 209 214 216 217 218 219 220 223 229 230 232 233 233 235 236 238 13 Conclusions:the mindset and myths of influence The mindset of influence Learning the art of influence Influence: the one sin and four myths 241 244 249 250

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