The Influence Edge

Table Of Contents

Foreword by Angel Rampy, Manager, Nortel Networks
Introduction
Chapter One: Why You Need Influence Skills
Worksheet1: Determining Where You Want More Influence
Five Good Reasons for Attaining Influence Skills
Worksheet 2: Determining What You Know About Influence
Building Your Strategy
Worksheet 3: Focusing Your Influence Needs
Worksheet 4: Identifying a Specific Influence Situation
Chapter Two: Mastering the Two Fundamental Factors of Any Influence Situation
The Two Fundamental Factors of Any Influence Situation
Jim’s Story
Worksheet 5: Jim’s Dilemma
A Closer Look at the Two Fundamental Factors
Worksheet 6: Applying the Two Fundamental Factors
Influencing a Group
Worksheet 7: Influencing a Group
Worksheet 8: Determining Your Action Steps
Chapter Three: Learning the Key Behaviors That Drive Influence Success
What Is Push Energy?
Worksheet 9: Being Smart About Push Energy
What Is Pull Energy?
Worksheet 10: Being Smart About Pull Energy
What Is Push/Pull Energy?
Worksheet 11: Being Smart About Push/Pull Energy
Five Key Behaviors of Push, Pull, and Push/Pull Energy
Building Your Strategy
Worksheet 12: Self-Assessment
Putting the Five Key Behaviors to Work for You Building Your Strategy
Worksheet 13: Practicing in the Field
Chapter Four: Attuning to Personal Communication Styles
Worksheet 14: Revisiting Your Situation
Worksheet 15: The Authoritarian and You
Worksheet 16: The Analyzer and You
Worksheet 17: The Visionary and You
Worksheet 18: The Supporter and You
Building Your Strategy
Worksheet 19: The Four Communication Styles
Chapter Five: Putting Together a Complete Influence Strategy
Working the Strategy Steps: The Leslie Problem
Strategy Step One: Identifying Situational Factors
Strategy Step Two: Identifying Behaviors
Strategy Step Three: Determining the Behavior Sequence
Strategy Step Four: Distancing Strategy
Chapter Six: Practice Scenarios for Increasing Your Influence Skills
When to Use the Key Behaviors: A Closer Look
Guide for Mastering the Key Behaviors
More Practice Scenarios for Mastering the Key Behaviors
Worksheet 20: Practice Makes It Perfect (Scenario One)
Worksheet 21: Practice Makes It Perfect (Scenario Two)
Worksheet 22: Practice Makes It Perfect (Scenario Three)
Worksheet 23: Practice Makes It Perfect (Scenario Four)
Chapter Seven: Honing Your Influence Edge by Building Rapport \
Visual People
Auditory People
Kinesthetic People
Building Your Strategy
Worksheet 24: Representational Systems and Your Influence Subject
Wrap-Up
About the Author