How to Coach Yourself and Others How to Influence, Persuade and Motivate

Improve Your Social Skills!.................................................99 BEING KNOWN .....................................................................99 BEING LIKED........................................................................100 How Influence Works ........................................................102 RATIONAL APPROACHES TO INFLUENCING .......................102 SOCIAL APPROACHES TO INFLUENCING ............................104 EMOTIONAL APPROACHES TO INFLUENCING ....................104 THE DARK SIDE INFLUENCE TACTICS ..............................105 THE TOPS FORMULA ........................................................106 THE INFLUENCE SKILLS .....................................................107 COMMUNICATION AND REASONING SKILLS .....................108 ASSERTIVENESS SKILLS .......................................................109 INTERPERSONAL SKILLS ....................................................110 INTERACTION SKILLS .........................................................111 INFLUENCE SKILL...............................................................112 Influencing Techniques: Preparation ...............................116 Identifying Who to Influence.............................................118 How Power Works..............................................................119 PERSONAL SOURCES OF POWER ........................................119 ORGANIZATIONAL SOURCES OF POWER ...........................121 WILL POWER (A META-SOURCE) .......................................122 The First Law of Influence ................................................123 Influence Effectiveness Self Assessment...........................125 8

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