Influence : Portable Power for the '90s.

TITLE -- COPYRIGHT -- ABOUT THE AUTHOR -- CONTENTS -- INTRODUCTION -- PART I Influence- Getting What You Want -- INFLUENCE- GETTING WHAT YOU WANT -- What Influences You? -- Influence Factors Checklist -- A NEW DEFINITION OF INFLUENCE -- What Influence Isn't -- WHAT INFLUENCE MEANS TO YOU -- DOVETAILING- YOUR WIN-WIN STRATEGY -- INFLUENCE -- MANIPULATION -- Getting Tuned In -- There Are No Shortcuts -- CREATING A PERSONAL INFLUENCE ACTION PLAN -- A FIVE-STEP PLAN -- PART II Influencing in an Age of Change -- INFLUENCING IN AN AGE OF CHANGE -- Meeting the Challenge of an Age of Change -- COMPETITION: -- The Race Heats Up -- TECHNOLOGY: -- The Danger Of Depersonalization -- INFORMATION: -- Getting What You Need -- WORKER VALUES: -- New Management Norms Required -- INNOVATION: -- We're All Expected to be More Creative -- ORGANIZATIONAL STRUCTURE: -- Changing the Way Things Work -- OLD HIERARCHICAL STRUCTURES -- NEW INFLUENCE STRUCTURES -- CAUGHT IN THE MIDDLE -- PLAYING IT BY EAR -- GETTING AHEAD IN THE AGE OF CHANGE -- YOUR OWN ORGANIZATION -- PART III How to Influence Anybody -- THE FORMULA FOR SUCCESS -- INFLUENCE=ATTENTIVENESS+FLEXIBILITY -- Learning How Best to Apply Influence Skills -- LIKE LIKES LIKE -- PART IV The Art of Listening: The Underrated "Power Tool" -- WHY LISTENING IS SO DIFFICULT -- Why? -- Distractions -- Lack of Training -- Filtering -- Self-Absorption -- LISTENING TO INFLUENCE -- 1. Listening without Judging -- 2. Developing a Genuine Interest in Others -- 3. Learning to Ask Good Questions -- 4. Developing the Art of Helping with Silence -- 5. Developing a Desire to Accommodate -- Accommodation Quick-Check -- 6. Practice Makes Perfect -- OPEN LISTENING -- ACTIVE LISTENING -- REFLECTING FEELINGS -- OPEN-ENDED QUESTIONING -- BLOCK-BUSTING QUESTIONS -- COMPARATORS: PRECISION QUESTIONS -- Qualifying Comparators -- UNIVERSALS.

PART V Refined Listening -- FINE-TUNING YOUR RADAR -- THE CONTEXT -- The External Environment -- The Internal Environment -- THE SIX Rs -- 1. Relationship -- 2. Range -- 3. Record -- 4. Reasons -- 5. Rules -- 6. Resistance -- THE CONTENT -- THE MEDIUM -- Refined Listening -- TUNING IN TO WHAT'S UNSPOKEN -- 1. Body Posture and Gestures -- 2. Skin Color Changes -- 3. Minute Muscle Changes -- 4. Lower Lip Changes -- 5. Breathing Changes -- 6. Voice Patterns: Tone, Tempo and Volume -- REPRESENTATIONAL SYSTEMS -- A VISUAL PERSON -- AN AUDITORY PERSON -- A KINESTHETIC PERSON -- A GUSTATORY PERSON -- AN OLFACTORY PERSON -- PART VI The Magic of Rapport -- SETTING THE STAGE FOR GREATER INFLUENCE -- RAPPORT -- ENTRAINMENT -- ENTRAINMENT AND THE RHYTHM OF RAPPORT -- ENTRAINMENT AS RAPPORT- THE HEARTBEAT OF INFLUENCE -- Breaking Rapport -- Matching Breathing -- Matching Voice -- Mirroring Movements and Gestures -- Mirroring with Words -- Form as Content -- LEADING THE WAY -- SUMMARY -- INFLUENCE=ATTENTIVENESS+FLEXIBILITY.

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Electronic reproduction. Ann Arbor, Michigan : ProQuest Ebook Central, 2024. Available via World Wide Web. Access may be limited to ProQuest Ebook Central affiliated libraries.