Cover image for Influencing people
Title:
Influencing people
Author:
Johnson, Roy, 1944-
Personal Author:
Edition:
First American edition.
Publication Information:
New York : DK, 2002.
Physical Description:
72 pages : color illustrations ; 18 cm.
General Note:
Includes index.
Language:
English
Added Author:
ISBN:
9780789489500

9780751338430
Format :
Book

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HD58.7 .J614 2002 Adult Non-Fiction Non-Fiction Area
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Summary

Summary

DK's best-selling Essential Managers series are ideal for managers at every level. These compact references demonstrate the techniques and skills that are useful in any work environment, making this series the most accessible single-subject business guides on the market.


Author Notes

Roy Johnson and John Eaton are partners in Coaching Solutions, a company that provides training and coaching for mangers and directors. They have co-authored the books How to Communicate with Emotional Intelligence and Essential Managers: Coaching Successfully.


Table of Contents

Introductionp. 4
Understanding Influence
Being Influentialp. 6
Building Collaborationp. 8
The Purpose of Influencep. 10
Managing Yourself
Building Self-Assurancep. 14
Developing Influential Attitudesp. 16
Emotional Intelligencep. 18
Developing Empathyp. 20
Creating Trustp. 22
Looking the Partp. 24
Presenting Ideas
Framing Your Ideasp. 26
Engaging Interestp. 28
Gaining Cooperationp. 30
Selling Your Proposalp. 32
Projecting the Futurep. 34
Exercising Influence
Forming Networksp. 36
Motivating Individualsp. 40
Influencing Teamsp. 44
Influencing Your Superiorsp. 48
Negotiating Successfullyp. 52
Dissolving Conflictp. 54
Rehearsing A Presentationp. 58
Swaying an Audiencep. 62
Assessing Your Influencing Skillsp. 66
Indexp. 70
Acknowledgmentsp. 72