| B. Kim Barnes is president and CEO of Barnes & Conti Associates, Inc., an independent learning and organization development firm.She has more than thirty years of experience in the fields of management, leadership, and organization development. |
| About This Book Acknowledgments PartI EXERCISING INFLUENCE 1 What We’ve Got Here Is Failure to Influence 2 What Is Influence, and Why Do We Want to Have It? 3 A Model for Exercising Influence: Building Relationships and Getting Results 4 Expressive Influence: Sending Ideas and Generating Energy 5 Receptive Influence: Inviting Ideas and Stimulating Action 6 Influencing in Action PART II PLANNING FOR INFLUENCE 7 Developing an Influencing Plan 8 Establishing Influence Goals 9 Focus on the Relationship 10 Focus on the Context: The Individual 11 Focus on the Context: System, Organization, Culture, and Timing 12 Focus on the Context: Yourself 13 Focus on the Issues 14 Choosing and Using Influence Behaviors to Achieve Your Goal 15 Putting Your Plan to Work PART III SPECIAL ISSUES IN INFLUENCE 16 The Ethics of Influence 17 Influencing Electronically 18 Influencing Indirectly 19 Applied Influence: Making Things Happen Afterword: The Paradox of Failure Appendices Appendix A Coaching Partnerships Appendix B Influence Plan Appendix C Meeting Processes That Support Effective Influencing Appendix D Sentence Starters Appendix E Influence Scenarios Notes Resources Acknowledgments About the Author Index |
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