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| Introduction Part Ⅰ Exercising Influence Self-Assessment Interpreting Your Self-Assessment 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 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 Influence 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, 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 Resources |
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