By Alan Vengel
So one can reach the recent company atmosphere, employees needs to find out how to effect humans over whom they've got no direct regulate. during this publication, an skilled organizational advisor indicates readers the way to construct alliances and convince friends, not only boss them round. He makes use of case stories and anecdotes from his personal perform to demonstrate particular strategies that may be utilized in any paintings state of affairs.
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Extra resources for The Influence Edge: How to Persuade Others to Help You Achieve Your Goals
These five key behaviors are essential and will give you a “quickstart” to the influence process, one that you can use immediately. First, Push behaviors. Push behaviors state your position and get your point across directly. They have a “one way” feeling, a sense of clarity, purpose, and persistence. They result in clear action, logical conclusions, and an understanding of the impact of the request. They are based on clearly stated goals and logical reasons. You are using Push behaviors when you: 1.
44 CHAPTER THREE: LEARNING THE KEY BEHAVIORS THAT DRIVE INFLUENCE SUCCESS But if you Ask Questions too often, you might: • seem as though you have no valuable information, firm opinion, or clear position on the issues. Okay, now look at the Push/Pull behavior you may want to improve. For the behavior Offer Incentives, you might start off with: • “If you . ” (then continue with: “. . ”) • “I will . ” (then continue with: “. . ”) • “Here’s what I can do for you . ” (then continue with: “. .
Before we go on, let’s take another look at our influence model represented by Figure 1 on the next page. 31 THE INFLUENCE EDGE SE LF As you can see, the two fundamental factors—Your Goal and The Other Person—are clearly identifiable in the figure. But in the middle, represented by the classic Asian symbol of yin and yang (meaning two opposite forces that complement each other), you will notice the words Push and Pull—two fundamentally different yet often complementary influence energies that interact with the two fundamental factors.