Exercising influence : a guide for making things happen at work, at home, and in your community PDF
Preview Exercising influence : a guide for making things happen at work, at home, and in your community
EXERCISING INFLUENCE EXERCISING INFLUENCE Third Edition A GUIDE FOR MAKING THINGS HAPPEN at Work, at Home, and in Your Community B. KIM BARNES Thisbookisprintedonacid-freepaper. Copyright©2015byB.KimBarnes.Allrightsreserved. PublishedbyJohnWiley&Sons,Inc.,Hoboken,NewJersey PublishedsimultaneouslyinCanada Nopartofthispublicationmaybereproduced,storedinaretrievalsystem,ortransmittedinany formorbyanymeans,electronic,mechanical,photocopying,recording,scanning,orotherwise, exceptaspermittedunderSection107or108ofthe1976UnitedStatesCopyrightAct,without eitherthepriorwrittenpermissionofthePublisher,orauthorizationthroughpaymentofthe appropriateper-copyfeetotheCopyrightClearanceCenter,222RosewoodDrive,Danvers,MA 01923,(978)750-8400,fax(978)646-8600,oronthewebatwww.copyright.com.Requeststothe PublisherforpermissionshouldbeaddressedtothePermissionsDepartment,JohnWiley&Sons, Inc.,111RiverStreet,Hoboken,NJ07030,(201)748-6011,fax(201)748-6008,oronlineat www.wiley.com/go/permissions. LimitofLiability/DisclaimerofWarranty:Whilethepublisherandauthorhaveusedtheirbest effortsinpreparingthisbook,theymakenorepresentationsorwarrantieswiththerespecttothe accuracyorcompletenessofthecontentsofthisbookandspecificallydisclaimanyimplied warrantiesofmerchantabilityorfitnessforaparticularpurpose.Nowarrantymaybecreatedor extendedbysalesrepresentativesorwrittensalesmaterials.Theadviceandstrategiescontained hereinmaynotbesuitableforyoursituation.Youshouldconsultwithaprofessionalwhere appropriate.Neitherthepublishernortheauthorshallbeliablefordamagesarisingherefrom. Forgeneralinformationaboutourotherproductsandservices,pleasecontactourCustomerCare DepartmentwithintheUnitedStatesat(800)762-2974,outsidetheUnitedStatesat(317) 572-3993orfax(317)572-4002. Wileypublishesinavarietyofprintandelectronicformatsandbyprint-on-demand.Somematerial includedwithstandardprintversionsofthisbookmaynotbeincludedine-booksorin print-on-demand.IfthisbookreferstomediasuchasaCDorDVDthatisnotincludedinthe versionyoupurchased,youmaydownloadthismaterialathttp://booksupport.wiley.com.Formore informationaboutWileyproducts,visitwww.wiley.com. LibraryofCongressCataloging-in-PublicationDataisAvailable: ISBN978-1-119-07158-7(paperback) ISBN978-1-119-07170-9(ePDF) ISBN978-1-119-07149-5(ePub) CoverDesign:Wiley CoverIllustrationcourtesyofB.KimBarnes PrintedintheUnitedStatesofAmerica 10987654321 ThisbookisdedicatedtoAbigail,Elizabeth,Emily,andIsaac —thenextgenerationofinfluencers. CONTENTS AboutThisBook xi Acknowledgments xiii PARTI Exercising Influence 1 CHAPTER1 What We’ve Got Here Is a Failure to Influence: DealingwithLife101 3 CHAPTER2 WhatIsInfluence,andWhyDoWeWant toHaveIt?TheUpsideandtheDownside 7 CHAPTER3 A Model for Exercising Influence: Building Rela- tionshipsandGettingResults 17 CHAPTER4 ExpressiveInfluence:SendingIdeas andGeneratingEnergy 25 CHAPTER5 ReceptiveInfluence:InvitingIdeasand StimulatingAction 33 CHAPTER6 InfluencinginAction:AWorldofPossibilities 43 PARTII Planning for Influence 47 CHAPTER7 DevelopinganInfluencePlan:DesignThinking forInfluenceOpportunities 49 CHAPTER8 EstablishingInfluenceObjectives:WhatWill SuccessLookLike? 53 vii viii Contents CHAPTER9 FocusontheRelationship:InfluenceWorks BothWays 59 CHAPTER10 FocusontheContext:TheIndividual 63 CHAPTER11 FocusontheContext:System,Organization, Culture,andTiming 69 CHAPTER12 FocusontheContext:Yourself 73 CHAPTER13 FocusontheIssues:What’satStake? 77 CHAPTER14 ChoosingandUsingInfluenceBehaviorsto AchieveYourObjective:HowtoCreate YourApproach 81 CHAPTER15 PuttingYourPlantoWork:Treatingthe UnexpectedasanOpportunity 87 PARTIII Special Issues in Influence 93 CHAPTER16 TheEthicsofInfluence:DoingWellby DoingGood 95 CHAPTER17 InfluencingElectronically:TheWonders andTerrorsofInstantCommunication 99 CHAPTER18 InfluencingthroughSocialMedia:Expanding YourSphereofInfluence 107 CHAPTER19 AppliedInfluence:MakingThingsHappen 111 CHAPTER20 InfluencingIndirectly:Influencingbeyond YourBoundaries 117 CHAPTER21 InfluencingYourTeam:FromOnetoMany 121
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