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Part II: Planning for Influence
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Part II: Planning for Influence
by B. Kim Barnes
Exercising Influence: A Guide for Making Things Happen at Work, at Home, and in Your Community, 3rd Edition
Title Page
Copyright
Dedication
About This Book
Why Is This Topic Important?
What Can You Achieve with This Book?
How Is the Book Organized?
Acknowledgments
Part I: Exercising Influence
Chapter 1: What We've Got Here Is a Failure to Influence: Dealing with Life 101
The Value of Influence Skills
Chapter 2: What Is Influence, and Why Do We Want to Have It?: The Upside and the Downside
Influence and Power
Influence and Leadership
Your Sphere of Influence
Empowerment: Buzzword or Reality?
Benefits and Costs of Exercising Influence
Where Should We Exercise Influence?
Developing and Improving Influence Fitness
Chapter 3: A Model for Exercising Influence: Building Relationships and Getting Results
A Framework for Influence
What Is the Issue?
Chapter 4: Expressive Influence: Sending Ideas and Generating Energy
The Purpose of Expressive Influence
The Expressive Behaviors
Using Expressive Influence at Work
Using Expressive Influence at Home
Using Expressive Influence in Your Community
When to Use Expressive Behaviors
Chapter 5: Receptive Influence: Inviting Ideas and Stimulating Action
The Purpose of Receptive Influence
The Receptive Behaviors
Using Receptive Influence at Work
Using Receptive Influence at Home
Using Receptive Influence in Your Community
When to Use Receptive Behaviors
Chapter 6: Influencing in Action: A World of Possibilities
Responding to Opportunities
Creating Opportunities
Managing Influence Situations
Part II: Planning for Influence
Chapter 7: Developing an Influence Plan: Design Thinking for Influence Opportunities
Why Design an Influence Approach?
The Pros and Cons of Planning
Phase One: Mapping the Territory
Phase Two: Charting the Course
Phase Three: Troubleshooting
Chapter 8: Establishing Influence Objectives: What Will Success Look Like?
If You Don't Know Where You're Going
Developing a Challenging Influence Objective
The Value of Persistence
Chapter 9: Focus on the Relationship: Influence Works Both Ways
You, Me, and Us
The Importance of Balance
Studying History versus Being Condemned to Repeat It
Creating Your Influence Future
Chapter 10: Focus on the Context: The Individual
Influence Happens in the Other Person
Understanding Values, Needs, and Aspirations
Working with Personality, Interests, and Preferences
Examining Your Assumptions
Difficult People or Difficult Situations?
Chapter 11: Focus on the Context: System, Organization, Culture, and Timing
Influencing in an Open System
Organizations, Teams, and Families
Culture Is Context
Timing Is Everything—Almost
Chapter 12: Focus on the Context: Yourself
Wants versus Needs
Strengths and Limitations
Style and Blind Spots
Keeping It Light
Readiness, Reluctance, and Risk
Chapter 13: Focus on the Issues: What's at Stake?
Doing Your Homework
Framing the Issue
Confidence Is Power
Chapter 14: Choosing and Using Influence Behaviors to Achieve Your Objective: How to Create Your Approach
Reviewing the Influence Framework
Selecting the Most Useful Behaviors
Reframing
Planning Your Approach
Setting Yourself Up for Success
Chapter 15: Putting Your Plan to Work: Treating the Unexpected as an Opportunity
Improvisation
Responding to New Information
Dealing with Defensiveness, Resistance, and Avoidance
Managing Yourself
The Uses of Silence
Making It Up on the Fly
Part III: Special Issues in Influence
Chapter 16: The Ethics of Influence: Doing Well by Doing Good
Manipulation versus Influence
Influence and Self-Interest
What Doesn't Work
Chapter 17: Influencing Electronically: The Wonders and Terrors of Instant Communication
Welcome to the (Too Much) Information Age
First, You Have to Get Their Attention
Stimulating a Productive Response
Preventing Misunderstandings, Embarrassment, and Other E-mail Disasters
Virtual Teams: Culture and Context
Texts, Instant Messaging, and Beyond
Chapter 18: Influencing through Social Media: Expanding Your Sphere of Influence
From One to Many
How to Become a Social Media “Influencer”
Writing an Influential Post or Article
Chapter 19: Applied Influence: Making Things Happen
Maintaining and Improving Your Influence Fitness
Making Things Happen at Work
Try This at Work
Making Things Happen at Home
Try This at Home
Making Things Happen in Your Community
Try This in Your Community
Chapter 20: Influencing Indirectly: Influencing beyond Your Boundaries
What Is Indirect Influence?
When Is Indirect Influence Appropriate?
Influencing through Other Individuals
Influencing as Part of a Group
Debate as an Indirect Influence Tactic
Disengaging as a Means to an End
Using Other Means to Influence Indirectly
Chapter 21: Influencing Your Team: From One to Many
Expanding Your Influence Impact
Establish a Climate for Influence
Do Your Homework
Actively Influence
Chapter 22: Your Brain on Influence: What Neuroscience and Behavioral Economics Can Teach Us
What Goes on between Our Ears When Someone Tries to Influence Us?
The Power of Cognitive Dissonance
Why “Homo economicus” Isn't Always a Practical Concept for Influencers
Cognitive Biases and How You Can Make Friends with Them
Decision Shortcuts and Their Implications for Influence
Other Factors at Work in Decision Making
Afterword: The Paradox of Failure
Win Some, Lose Some, Learn Some
What? So What? Now What?
Appendix A: Coaching Partnerships
Appendix B: Influence Plan
Part 1
Part 2
Appendix C: Meeting Processes That Support Effective Influencing
We Have to Start Meeting Like This
Influencing in Global and Virtual Teams
Appendix D: Sentence Starters
Expressive Behaviors
Receptive Behaviors
Appendix E: Influence Scenarios
Appendix F: Self-Assessment
Resources
Workshops and Seminars
Instrument
Additional Reading
Other Resources
Barnes & Conti Associates, Inc.
Index
End User License Agreement
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Chapter 6: Influencing in Action: A World of Possibilities
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Chapter 7: Developing an Influence Plan: Design Thinking for Influence Opportunities
Part II
Planning for Influence
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