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9781403996688

Influencing Skills and Techniques for Business Success

by ;
  • ISBN13:

    9781403996688

  • ISBN10:

    1403996687

  • Format: Hardcover
  • Copyright: 2006-11-14
  • Publisher: Palgrave Macmillan
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Summary

"The main focus of this book is to help you to review and reflect upon how you perform as an influencer; to discuss and review skills, styles, approaches and techniques. Through their work the authors have developed a model to make sense of the whole process, and it its around this model that they have built this book."--BOOK JACKET.

Author Biography

FIONA DENT is a Director of Executive Education at Ashridge responsible for one of the three faculty teams who manage programmes, client relationships and deliver management development solutions in the Leading People area. She has previously worked in management development roles in the Automobile Association and the financial services sector. Fiona teaches and consults in a broad range of personal, interpersonal and relationship skills, is the author of several articles on Self Managed Development, Influencing Skills and the Use of Psychometric Instruments in Management Development and 4 books

MIKE BRENT is a member of the faculty at Ashridge and specialises in leadership, team-building, coaching, cross-cultural management, leading change and personal development. He has worked as a management trainer and consultant with many international companies including GE, HP, Ericsson, France Telecom, ICI, Volvo and Bang and Olufsen. He has published a number of articles on influencing, coaching and leadership

Table of Contents

Acknowledgements vii
1 Introduction: The Importance of Influencing 1(14)
2 Understanding Your Influencing Environment: The Big Picture 15(12)
3 Influencing Skills and Attitudes: What Do You Bring to the Party? 27(32)
4 Influencing Style: Tough Guy, Best Friend, Bull in a China Shop or Idealist? 59(18)
5 Awareness of Others: 'Standing in Their Shoes' 77(22)
6 Approaches and Techniques: Using Your Toolkit 99(38)
7 Deciding on and Implementing Your Influencing Strategy: Putting It into Practice 137(20)
8 Conclusion: Tips, Techniques and Misconceptions! 157(16)
Bibliography 173(3)
Index 176

Supplemental Materials

What is included with this book?

The New copy of this book will include any supplemental materials advertised. Please check the title of the book to determine if it should include any access cards, study guides, lab manuals, CDs, etc.

The Used, Rental and eBook copies of this book are not guaranteed to include any supplemental materials. Typically, only the book itself is included. This is true even if the title states it includes any access cards, study guides, lab manuals, CDs, etc.

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