Influencing

Skills and Techniques for Business Success

Fiona Elsa Dent, Mike Brent

184 pages, parution le 19/09/2006

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Résumé

The ability to influence and communicate effectively with both colleagues and external partners has become a crucial skill. Influencing is defined as the ability to affect others attitudes, beliefs and behaviours without using force or formal authority. It is widely recognized that the old command and control style of management has little relevance anymore. Since managing and leadership are essentially about achieving results through others, the most likely and effective way of doing this is through the ability to influence people. This book is about that ability, about the required skills, attitudes, tactics and techniques, and about influencing styles and processes.

The main focus of this book is to help you 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 is around this model that they have built this book.

L'auteur - Fiona Elsa Dent

Fiona Elsa 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 four books.

L'auteur - Mike Brent

Mike Brent is a member of the faculty at Ashridge and specializes 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, Lufthansa and ABB. Brent has worked extensively in the US and Asia Pacific as well as all over Europe. He has published a number of articles on influencing, coaching and leadership.

Sommaire

Acknowledgments
Introduction: The Importance of Influencing
Understanding your Influencing Environment
Skills and Attitudes
Influencing Style
Others Awareness
Approaches and Techniques
Your Influencing Strategy
Conclusion: Tips, Techniques and Misconceptions!
Bibliography
Index

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Caractéristiques techniques

	PAPIER
Éditeur(s)	Palgrave
Auteur(s)	Fiona Elsa Dent, Mike Brent
Parution	19/09/2006
Nb. de pages	184
Format	16 x 24
Couverture	Relié
Poids	450g
Intérieur	Noir et Blanc
EAN13	9781403996688
ISBN13	978-1-4039-9668-8