How to Coach Yourself and Others How to Influence, Persuade and Motivate | Page 106

power (for the influence technique you are using), and you must be
sufficiently skilled at using the technique to make it work well.

The Influence Skills
As the TOPS model shows, influence effectiveness is partly a function of
the skill with which the influencer uses an influence technique. Like a
skilled craftsman, it takes time and practice to perfect those skills.
People who become highly skilled in the areas described below can be
extraordinarily effective at leading and influencing other people.
The research on power and influence shows that there are twenty-eight
skills associated with influence effectiveness. These skills fall into four
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