Read without ads and support Scribd by becoming a Scribd Premium Reader.
See Premium Plans
 
 
An Excerpt From
The Influence Edge:How to Persuade Others to Help You Achieve Your Goals
by Alan VengelPublished by Berrett-Koehler Publishers
 
Table of Contents
Foreword by Angel Rampy, Manager, Nortel Networks
. . . . . . . . . . . . . . . . . . . . . vii
Introduction
. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 1
Chapter One: Why You Need Influence Skills
. . . . . . . . . . . . . . . . . . . . . . . . . . . 3Worksheet 1:Determining Where You Want More Influence . . . . . . . . 7Five Good Reasons for Attaining Influence Skills . . . . . . . . . . . . . . . . 8Worksheet 2:Determining What You Know About Influence. . . . . . . . 9Building Your Strategy . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 10Worksheet 3:Focusing Your Influence Needs. . . . . . . . . . . . . . . . . . . 13Worksheet 4:Identifying a Specific Influence Situation. . . . . . . . . . . 15
Chapter Two: Mastering the Two Fundamental Factors of Any Influence Situation
. . . . 17The Two Fundamental Factors of Any Influence Situation . . . . . . . . . 18 Jim’s Story . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 18Worksheet 5:Jim’s Dilemma . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 21A Closer Look at the Two Fundamental Factors . . . . . . . . . . . . . . . . 22Worksheet 6:Applying the Two Fundamental Factors . . . . . . . . . . . . 25Influencing a Group . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 26Worksheet 7:Influencing a Group . . . . . . . . . . . . . . . . . . . . . . . . . . 27Worksheet 8:Determining Your Action Steps . . . . . . . . . . . . . . . . . . 29
Chapter Three: Learning the Key Behaviors That Drive Influence Success
. . . . . . . . . 31What Is Push Energy?. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 32Worksheet 9:Being Smart About Push Energy. . . . . . . . . . . . . . . . . 33What Is Pull Energy?. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 34Worksheet 10:Being Smart About Pull Energy. . . . . . . . . . . . . . . . . 37What Is Push/Pull Energy?. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 38Worksheet 11:Being Smart About Push/Pull Energy. . . . . . . . . . . . . 39The Five Key Behaviors of Push,Pull,and Push/Pull Energy. . . . . . . 40
Building Your Strategy
. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 42
Worksheet 12:Self-Assessment
. . . . . . . . . . . . . . . . . . . . . . . . . . . 43
Putting the Five Key Behaviors to Work for You
. . . . . . . . . . . . . . 44
Building Your Strategy
. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 46
v
Search
Search History:
Searching...
Result 00 of 00
00 results for result for
  • p.

    • More From This User

    105 p.
    ZIP! Tips; The Fastest Way to Get More Done
    Berrett-Koehler Publishers, Inc.
    99 Reads
    $14.95
    113 p.
    ZIP! Tips; The Fastest Way to Get More Done
    Berrett-Koehler Publishers, Inc.
    87 Reads
    $14.95
    208 p.
    Why Wait to Be Great?; It's Either Now or Too Late
    Berrett-Koehler Publishers, Inc.
    755 Reads
    280 p.
    Why Wait to Be Great?; It's Either Now or Too Late
    Berrett-Koehler Publishers, Inc.
    599 Reads
    497 p.
    Stewardship; Choosing Service Over Self-Interest
    Berrett-Koehler Publishers, Inc.
    90 Reads
    309 p.
    Stewardship; Choosing Service Over Self-Interest
    Berrett-Koehler Publishers, Inc.
    118 Reads
    363 p.
    Managers as Mentors; Building Partnerships for Learning
    Berrett-Koehler Publishers, Inc.
    64 Reads
    251 p.
    Managers as Mentors; Building Partnerships for Learning
    Berrett-Koehler Publishers, Inc.
    92 Reads
    531 p.
    Shortchanged; Life and Debt in the Fringe Economy
    Berrett-Koehler Publishers, Inc.
    2224 Reads
    497 p.
    Making the Good Life Last; Four Keys to Sustainable Living
    Berrett-Koehler Publishers, Inc.
    1885 Reads
    214 p.
    The Serving Leader; 5 Powerful Actions That Will Transform Your Tea...
    Berrett-Koehler Publishers, Inc.
    3379 Reads
    376 p.
    Just Good Business; The Strategic Guide to Aligning Corporate Respo...
    Berrett-Koehler Publishers, Inc.
    2797 Reads
    375 p.
    The Moral Advantage; How to Succeed in Business by Doing the Right ...
    Berrett-Koehler Publishers, Inc.
    2302 Reads
    973 p.
    Robert K. Greenleaf; A Life of Servant Leadership
    Berrett-Koehler Publishers, Inc.
    2181 Reads
    305 p.
    Something to Live For; Finding Your Way in the Second Half of Life
    Berrett-Koehler Publishers, Inc.
    2903 Reads
    474 p.
    Moral Capitalism; Reconciling Private Interest with the Public Good
    Berrett-Koehler Publishers, Inc.
    2575 Reads
    81 p.
    The 21 Success Secrets of Self-Made Millionaires; How to Achieve Fi...
    Berrett-Koehler Publishers, Inc.
    3505 Reads
    429 p.
    Stakeholder Theory and Organizational Ethics
    Berrett-Koehler Publishers, Inc.
    1929 Reads
    858 p.
    Unequal Protection
    Berrett-Koehler Publishers, Inc.
    1172 Reads
    477 p.
    50 Jobs in 50 States; One Man's Journey of Discovery Across America
    Berrett-Koehler Publishers, Inc.
    2395 Reads
    1039 p.
    Theory U; Learning from the Future as It Emerges
    Berrett-Koehler Publishers, Inc.
    1191 Reads
    176 p.
    The Hamster Revolution; How to Manage Your Email Before It Manages You
    Berrett-Koehler Publishers, Inc.
    2956 Reads
    619 p.
    Real Time Strategic Change; How to Involve an Entire Organization i...
    Berrett-Koehler Publishers, Inc.
    2253 Reads
    529 p.
    Trauma Stewardship; An Everyday Guide to Caring for Self While Cari...
    Berrett-Koehler Publishers, Inc.
    1718 Reads
    314 p.
    The Answer to How Is Yes; Acting on What Matters
    Berrett-Koehler Publishers, Inc.
    2447 Reads
    Notes
    Load more