Elements of Influence

The Art of Getting Others to Follow Your Lead

 Elements of Influence

Author: Terry R. Bacon
Pub Date: July 2011
Print Edition: $21.95
Print ISBN: 9780814438930
Format: Paper or Softback
e-Book ISBN: 9780814417331

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Table of Contents

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

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