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Persuasion & Influencing Skills for Managers

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Language:  English
The book’s first chapter is about models and theories of persuasion and influence including Cialdini’s 7 principles model. The second shows how these can be applied.
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Description
Content

Cialdini’s 7 principles of persuasion model are reciprocity, scarcity, authority, consistency, liking, social proof, and unity. One or a combination of these principles will help persuade people to do what you want them to do. Other models include the 5 Pillars of NLP, Monroe’s 5-step model, Handy’6 sources of power and persuasion, Emotional Intelligence, and the 5-step model of influence. Leaders and managers need persuasion and influencing skills to help them get things done successfully through other people.

About the Author

Samuel A Malone is a self-employed training consultant, lecturer and author. He is the author of 21 books published in Ireland, the UK and abroad on learning, personal development, study skills and business management.  Some of his books have gone into foreign translations and second editions. He has an M.Ed. with distinction (in training and development) from the University of Sheffield and is a qualified Chartered Management Accountant (ACMA), Chartered Global Management Accountant (CGMA) and a Chartered Secretary (ACIS). He is a fellow of the Irish Institute of Training and Development (FIITD).


  • About the Author
  • Introduction
  1. Models and Theories of Persuasion & Influence
    1. Difference Between Persuasion and Influence
    2. The Seven Principles of Persuasion
    3. The Five Pillars of NLP
    4. Monroe’s Five Step Model of Persuasion
    5. Charles Handy’s Sources of Power and Influence
    6. The Five Step Influence Model
    7. Emotional Intelligence
    8. Summary of Chapter & Conclusion
    9. Learning Map Summary of Chapter 1
  2. Persuasion & Influencing Applicatons
    1. Persuasion & Influencing Skills
    2. Developing Good Communication Skills
    3. Listening
    4. Developing Good Interpersonal Relationship Skills (IPR)
    5. The Importance of Emotional Intelligence (EQ)
    6. Building Rapport with Others
    7. Building Rapport with Yourself
    8. Making a Positive Impression on Others
    9. Summary of Chapter & Conclusions
    10. Learning Map Summary of Chapter 1
  • Acknowledgements
  • References & Bibliography

About the Authors

Walter Jaburek

Janine du Plessis

Christian

Christian Julmi

Erik

Erik Bruun

Kari

Kari Lise Barstad

David

David Shindler

Yuri Yevdokimov

Matthias

Matthias Kohl

Christopher

Christopher J. Skousen

Hubert Jaoui