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Influence: Gaining Commitment, Getting Results (Second Edition)

Influence is an essential component of leadership. Your position in an organization and the power it gives you aren't always enough to motivate people to do what you ask. You may negotiate with or persuade people to make short-term behavioral change, but to create sustained change, you will need to influence them, which includes negotiation, persuasion, and other methods. Developing your skill at using different influence tactics can help you achieve results when you use those tactics to get support from direct reports, peers, bosses, and even clients and vendors.

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Product Specifications
Table of Contents
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Product Specifications:

  • Publisher: CCL Press
  • Stock Number (Print): 448
  • Stock Number (eBook): 448e
  • ISBN Number (Print): 978-1-60491-091-9
  • ISBN Number (eBook):  978-1-60491-699-7
  • Author: Harold Scharlatt, Roland Smith
  • Copyright: ©2011
  • Number of Pages: 32 Pages

Available from CCL Press as an individual guidebook in both print and Adobe Digital Edition eBook formats.

This guidebook is also part of the Full eBook Collection digitally and the popular Ideas Into Action Guidebook Series in print.

Each guidebook in the Ideas Into Action Guidebook Series is aimed at managers and executives who are concerned with their own and others' development, and gives specific advice on how to complete a development task or solve a leadership problem.

See Executive Guidebook Reader here for executive summaries of all guidebooks in the Ideas Into Action Guidebook Series.

This title is also available in the following languages:

Table of Contents

Influence: Gaining Commitment, Getting Results (Second Edition), CCL Press, 2011
Why Influence? 7
Whom Do You Influence? 10
Influence Tactics 12
Which Influence Tactics Do You Use? 15
How Situation Affects Influence
Setting Your Goals
Identifying Benefits and Challenges
Developing Your Influence Session Script
Conducting an Influence Session
Reflecting on Your Influence Session
Conclusion 27
Suggested Readings 29
Background 31
Key Point Summary 32

This guidebook is available for eBook purchase and download from Apple's iBookstore; Amazon's Kindle; Google eBooks; Sony iStore, and other reputable distributors of eContent.