Leader's Guide to Influence, The How to Use Soft Skills to Get Hard Results

by Brent, Mike; Dent, Fiona

• ISBN13: 9780273729860
• ISBN10: 0273729861
• Edition: 1st
• Format: Paperback
• Copyright: 2010-09-23
• Publisher: FT Publishing International

Summary

This book shows readers how to step up their people skills and improve working relationships to deliver the business results they want. bull; bull;Specifically targets the key areas of relationships, combining the hugely popular areas of influence and leadership. bull;Shows readers how to step up their interpersonal effectiveness by learning how to work more successfully with people, both those they manage and those they work with as a colleague, client, or business partner. Through a combination of ground rules, practical exercises, case studies, and no-nonsense advise, this book shows readers how to increase their confidence and impact, communicate more effectively, and learn different tools, techniques, and approaches when working with different types of people. The books also explains how to listen and question effectively, develop rapport and empathy, give better feedback, and deal with difficult situations and cope with conflict.

Author Biography

Mike Brent is a Client and Programme Director at Ashridge. He specialises in leadership, team-building, influencing, coaching, cross cultural management, leading change and personal development. He has worked as a management trainer and consultant with many international companies such as GE, HP, Ericsson, France Telecom, ICI, Volvo and Bang & Olufsen and has a particular interest in working with management teams. Mike has extensive international experience, having run seminars world-wide including Japan, China, Uzbekistan, Thailand, Malaysia, Indonesia, USA, Canada and South America.

Mike has published a number of articles on influencing, coaching and leadership, and a book, Influencing - Skills and Techniques for Business Success (with Fiona Dent).

Fiona Dent is a Director of Executive Education at Ashridge. She manages programmes, client relationships and delivers management development solutions in the Leading People area. Fiona is also involved with her colleagues in setting the strategic direction of the organisation with a particular focus on human resources.

She has worked with a range of organisations and clients and teaches and consults across a broad spectrum of leadership, personal, interpersonal and relationship skills. Fiona has written five books including Influencing: Skills and Techniques for Business Success (Palgrave, 2006).

Table of Contents

Acknowledgements	p. ix
Introduction	p. 1
Your relationships: get them right	p. 5
What's your relationship style?	p. 14
Understanding my relationships	p. 24
What makes relationships go wrong?	p. 38
Relationship networking	p. 49
Creating the right impression	p. 55
Listening	p. 66
Quality questioning	p. 72
Trust and authenticity	p. 79
Rapport and empathy	p. 89
How to become more self-and others aware	p. 100
Emotional awareness and management	p. 110
Being politically astute	p. 120
How to handle conflict	p. 129
Giving and receiving feedback	p. 139
Managing challenge	p. 149
How to be appreciative	p. 161
Reframing	p. 170
The language of influence and relationship	p. 183
The art of storytelling	p. 193
Your approach to influence	p. 205
And finallyà	p. 220
References and Booklist	p. 222
Index	p. 225
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