Elements of influence: the art of getting others to follow your lead

Description

CONTENTS Preface ix Acknowledgments xiii Introduction 1 Part I: Getting Others to Follow Your Lead 11 Chapter 1: Fundamentals of Influence 13 Chapter 2: The Ways and Means of Influence 35 Part II: Ethical Influence Techniques 47 Chapter 3: Let Me Explain: Logical Persuading and Legitimizing 51 Chapter 4: Believe Me: Exchanging and Stating 75 Chapter 5: Finding Common Ground: Socializing and Appealing to Relationship 97 Chapter 6: What Do You Think? Consulting and Alliance Building 113 Chapter 7: Finding Inspiration: Appealing to Values and Modeling 135 Chapter 8: Increasing Your Impact: How to Become More Influential 161 Part III: The Dark Side of Influence 187 Chapter 9: I Would Prefer Not To: Avoiding 191 Chapter 10: There's a Sucker Born Every Minute: Manipulating 205 Chapter 11: Winning Through Intimidation 223 Chapter 12: Making an Offer They Can't Refuse: Threatening 243 Appendix A: Definitions of Power Sources, Influence Techniques, and Influence Skills 249 Appendix B: Global Influence Research 263 Notes 273 Index 279 About the Author 288