Title Page
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
- Acknowledgments
- Part I: Exercising Influence
- Chapter 1: What We've Got Here Is a Failure to Influence: Dealing with Life 101
- Chapter 2: What Is Influence, and Why Do We Want to Have It?: The Upside and the Downside
- Chapter 3: A Model for Exercising Influence: Building Relationships and Getting Results
- Chapter 4: Expressive Influence: Sending Ideas and Generating Energy
- Chapter 5: Receptive Influence: Inviting Ideas and Stimulating Action
- Chapter 6: Influencing in Action: A World of Possibilities
- Part II: Planning for Influence
- Chapter 7: Developing an Influence Plan: Design Thinking for Influence Opportunities
- Chapter 8: Establishing Influence Objectives: What Will Success Look Like?
- Chapter 9: Focus on the Relationship: Influence Works Both Ways
- Chapter 10: Focus on the Context: The Individual
- Chapter 11: Focus on the Context: System, Organization, Culture, and Timing
- Chapter 12: Focus on the Context: Yourself
- Chapter 13: Focus on the Issues: What's at Stake?
- Chapter 14: Choosing and Using Influence Behaviors to Achieve Your Objective: How to Create Your Approach
- Chapter 15: Putting Your Plan to Work: Treating the Unexpected as an Opportunity
- Part III: Special Issues in Influence
- Chapter 16: The Ethics of Influence: Doing Well by Doing Good
- Chapter 17: Influencing Electronically: The Wonders and Terrors of Instant Communication
- Chapter 18: Influencing through Social Media: Expanding Your Sphere of Influence
- Chapter 19: Applied Influence: Making Things Happen
- Chapter 20: Influencing Indirectly: Influencing beyond Your Boundaries
- Chapter 21: Influencing Your Team: From One to Many
- 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
- Appendix A: Coaching Partnerships
- Appendix B: Influence Plan
- Appendix C: Meeting Processes That Support Effective Influencing
- Appendix D: Sentence Starters
- Appendix E: Influence Scenarios
- Appendix F: Self-Assessment
- Resources
- Barnes & Conti Associates, Inc.
- Index
- End User License Agreement
EXERCISING INFLUENCE
Third Edition
A Guide for Making Things Happen at Work, at Home, and in Your Community
B. KIM BARNES
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