Influencing: Skills and Techniques for Business Success - Hardcover

'If in your quiet moments of reflection and regret you've said to yourself, I wish I could have got them to... then this book is for you. It is your guarantee that you will never feel powerless or invisible again!' - Dr Eddie Obeng, Director of Learning, Pentacle the Virtual Business School.

'Mike and Fiona have discovered just how important a role influencing plays in the professional environment, and their comprehensive analysis with clear models and the entertaining use of case studies means we can all use this as a practical guide to improving our own ability to influence those around us.' - Matthew Osmon, Commercial Director, International Basketball Federation, Geneva.

'Undoubtedly the best book that I have encountered so far on the subject of influencing. It is a rich blend of theory and practice based on the authors own experience of consulting work with blue chip companies over many years' - Dr Eversley Felix, Senior Learning and Development Consultant, BBC.

'70 years after Dale Carnegie's How to Win Friends and Influence People comes this handy guide to gaining and using influence in the business world. Entertainingly written, it should find a place on every executive's bookshelf. Don't force anyone to buy it, don't even try to persuade them to buy it - just influence their choice. They'll thank you for it. Written in an entertaining and highly accessible style, this is a book to set alongside the heavier works on behavioural psychology, of considerable use to both the budding and confirmed business practitioner.' - Dr Michael Ward, Dean, ESC Rennes School of Business, France

'This book provides a welcome addition to the available literature. The two authors come with an impressive background in leadership...it provides a comprehensive and practicle guide to the dark art of influencing.' - Ian Patterson, Training Journal

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