Exercising Influence E-Book

B. Kim Barnes

• Herausgeber: John Wiley & Sons
• Kategorie: Fachliteratur
• Sprache: Englisch

Seitenzahl: 275

Veröffentlichungsjahr: 2015

Beschreibung

Change minds, guide opinions, and shape emotions with the power of effective influence Exercising Influence is your guide to accomplishing more with less effort. Demystifying the process of influencing others, this book shows you how to develop effective influence behaviors, plan an influence approach, set goals, resolve problems, and build better relationships. Revised and expanded to provide more actionable advice across industries and sectors, this third edition has updated examples and resources and features all-new chapters on influencing through social media, influencing your team, and applying research findings of neuroscience, and behavioral economics.. You'll create work, family, and community relationships that are more mutually rewarding as you apply a practical, real-world model for developing this seldom-taught skill. Influence is a skillset that everyone needs, yet the necessary techniques and fundamentals are rarely made explicit and shared. This book is a vital resource for anyone who wants to achieve better outcomes at work, at home, or in the world at large, helping you make important things happen and create relationships that matter. * Develop a strategic and tactical approach to influence that gets results. * Resolve problems and conflicts, and build more balanced relationships. * Do more with less, increase your impact on others, and take greater charge of your life. * Take advantage of new methodologies that build your skills as an influencer. Influence is a timeless topic for business leaders and others in positions of power, but the world has evolved to the point where everyone needs these skills. No matter your job, role, rank, or function, if you want to get things done you need to know how to influence up, down, across, and outside the organization. With improved skills, you can steer opinions, impact decisions, and sway the undecided. If you're ready to see what you're capable of, Exercising Influence will show you how to take charge of your professional and personal life in a powerful, ethical, and productive way. http://www.wiley.com/WileyCDA/WileyTitle/productCd-1119071585.html

Leseprobe

Table of Contents

Title Page

Copyright

Dedication

About This Book

Why Is This Topic Important?

What Can You Achieve with This Book?

How Is the Book Organized?

Acknowledgments

Part I: Exercising Influence

Chapter 1: What We've Got Here Is a Failure to Influence: Dealing with Life 101

The Value of Influence Skills

Chapter 2: What Is Influence, and Why Do We Want to Have It?: The Upside and the Downside

Influence and Power

Influence and Leadership

Your Sphere of Influence

Empowerment: Buzzword or Reality?

Benefits and Costs of Exercising Influence

Where Should We Exercise Influence?

Developing and Improving Influence Fitness

Chapter 3: A Model for Exercising Influence: Building Relationships and Getting Results

A Framework for Influence

What Is the Issue?

Chapter 4: Expressive Influence: Sending Ideas and Generating Energy

The Purpose of Expressive Influence

The Expressive Behaviors

Using Expressive Influence at Work

Using Expressive Influence at Home

Using Expressive Influence in Your Community

When to Use Expressive Behaviors

Chapter 5: Receptive Influence: Inviting Ideas and Stimulating Action

The Purpose of Receptive Influence

The Receptive Behaviors

Using Receptive Influence at Work

Using Receptive Influence at Home

Using Receptive Influence in Your Community

When to Use Receptive Behaviors

Chapter 6: Influencing in Action: A World of Possibilities

Responding to Opportunities

Creating Opportunities

Managing Influence Situations

Part II: Planning for Influence

Chapter 7: Developing an Influence Plan: Design Thinking for Influence Opportunities

Why Design an Influence Approach?

The Pros and Cons of Planning

Phase One: Mapping the Territory

Phase Two: Charting the Course

Phase Three: Troubleshooting

Chapter 8: Establishing Influence Objectives: What Will Success Look Like?

If You Don't Know Where You're Going

Developing a Challenging Influence Objective

The Value of Persistence

Chapter 9: Focus on the Relationship: Influence Works Both Ways

You, Me, and Us

The Importance of Balance

Studying History versus Being Condemned to Repeat It

Creating Your Influence Future

Chapter 10: Focus on the Context: The Individual

Influence Happens in the Other Person

Understanding Values, Needs, and Aspirations

Working with Personality, Interests, and Preferences

Examining Your Assumptions

Difficult People or Difficult Situations?

Chapter 11: Focus on the Context: System, Organization, Culture, and Timing

Influencing in an Open System

Organizations, Teams, and Families

Culture Is Context

Timing Is Everything—Almost

Chapter 12: Focus on the Context: Yourself

Wants versus Needs

Strengths and Limitations

Style and Blind Spots

Keeping It Light

Readiness, Reluctance, and Risk

Chapter 13: Focus on the Issues: What's at Stake?

Doing Your Homework

Framing the Issue

Confidence Is Power

Chapter 14: Choosing and Using Influence Behaviors to Achieve Your Objective: How to Create Your Approach

Reviewing the Influence Framework

Selecting the Most Useful Behaviors

Reframing

Planning Your Approach

Setting Yourself Up for Success

Chapter 15: Putting Your Plan to Work: Treating the Unexpected as an Opportunity

Improvisation

Responding to New Information

Dealing with Defensiveness, Resistance, and Avoidance

Managing Yourself

The Uses of Silence

Making It Up on the Fly

Part III: Special Issues in Influence

Chapter 16: The Ethics of Influence: Doing Well by Doing Good

Manipulation versus Influence

Influence and Self-Interest

What Doesn't Work

Chapter 17: Influencing Electronically: The Wonders and Terrors of Instant Communication

Welcome to the (Too Much) Information Age

First, You Have to Get Their Attention

Stimulating a Productive Response

Preventing Misunderstandings, Embarrassment, and Other E-mail Disasters

Virtual Teams: Culture and Context

Texts, Instant Messaging, and Beyond

Chapter 18: Influencing through Social Media: Expanding Your Sphere of Influence

From One to Many

How to Become a Social Media “Influencer”

Writing an Influential Post or Article

Chapter 19: Applied Influence: Making Things Happen

Maintaining and Improving Your Influence Fitness

Making Things Happen at Work

Try This at Work

Making Things Happen at Home

Try This at Home

Making Things Happen in Your Community

Try This in Your Community

Chapter 20: Influencing Indirectly: Influencing beyond Your Boundaries

What Is Indirect Influence?

When Is Indirect Influence Appropriate?

Influencing through Other Individuals

Influencing as Part of a Group

Debate as an Indirect Influence Tactic

Disengaging as a Means to an End

Using Other Means to Influence Indirectly

Chapter 21: Influencing Your Team: From One to Many

Expanding Your Influence Impact

Establish a Climate for Influence

Do Your Homework

Actively Influence

Chapter 22: Your Brain on Influence: What Neuroscience and Behavioral Economics Can Teach Us

What Goes on between Our Ears When Someone Tries to Influence Us?

The Power of Cognitive Dissonance

Why “Homo economicus” Isn't Always a Practical Concept for Influencers

Cognitive Biases and How You Can Make Friends with Them

Decision Shortcuts and Their Implications for Influence

Other Factors at Work in Decision Making

Afterword: The Paradox of Failure

Win Some, Lose Some, Learn Some

What? So What? Now What?

Appendix A: Coaching Partnerships

Appendix B: Influence Plan

Part 1

Part 2

Appendix C: Meeting Processes That Support Effective Influencing

We Have to Start Meeting Like This

Influencing in Global and Virtual Teams

Appendix D: Sentence Starters

Expressive Behaviors

Receptive Behaviors

Appendix E: Influence Scenarios

Appendix F: Self-Assessment

Resources

Workshops and Seminars

Instrument

Additional Reading

Other Resources

Barnes & Conti Associates, Inc.

Index

End User License Agreement

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Guide

Cover

Table of Contents

Part I: Exercising Influence

Begin Reading

List of Illustrations

Chapter 2: What Is Influence, and Why Do We Want to Have It?: The Upside and the Downside

Figure 2.1 Sphere of Influence.

Chapter 3: A Model for Exercising Influence: Building Relationships and Getting Results

Figure 3.1 Influence Framework.

Figure 3.2 Influence Model.

Chapter 4: Expressive Influence: Sending Ideas and Generating Energy

Figure 4.1 Expressive Influence Tactics and Behaviors.

Chapter 5: Receptive Influence: Inviting Ideas and Stimulating Action

Figure 5.1 Receptive Influence Tactics and Behaviors.

Chapter 8: Establishing Influence Objectives: What Will Success Look Like?

Figure 8.1 Criteria for Influence Objectives.

List of Tables

Chapter 3: A Model for Exercising Influence: Building Relationships and Getting Results

Table 3.1 Influence Tactics and Behavior

Chapter 14: Choosing and Using Influence Behaviors to Achieve Your Objective: How to Create Your Approach

Table 14.1 Guidelines for Choosing Expressive Behaviors

Table 14.2 Guidelines for Choosing Receptive Behaviors

EXERCISING INFLUENCE

Third Edition

A Guide for Making Things Happen at Work, at Home, and in Your Community

B. KIM BARNES

This book is printed on acid-free paper.

Copyright © 2015 by B. Kim Barnes. All rights reserved.

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Published simultaneously in Canada

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Library of Congress Cataloging-in-Publication Data is Available:

ISBN 978-1-119-07158-7 (paperback)

ISBN 978-1-119-07170-9 (ePDF)

ISBN 978-1-119-07149-5 (ePub)

Cover Design: Wiley

Cover Illustration courtesy of B. Kim Barnes