The Leader's Guide to Influence

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September 2010



As a leader, developing strong working relationships, influencing others and getting
things done through other people are critical to delivering business objectives and achieving business success.
A Leader's Guide to Influence shows readers how to step up their interpersonal effectiveness by learning how to work more effectively with people, both those they manage and those they work with as a colleague, client or business partner. Even if they are already good with people, consciously learning to manage and develop better relationships at work can really make a difference to the results they deliver.

Through a combination of ground rules, practical exercises, case studies and no-nonsense advice, A Leader's Guide to Influence shows readers how to:
  • Increase their confidence and impact.
  • Gain greater awareness of their own communication style and approach.
  • Learn different tools, techniques and approaches to draw upon when working with different types of people.
  • Communicate more effectively in a wide range of situations.
  • Listen and question effectively.
  • Develop rapport and empathy.
  • Bring honesty, integrity and authenticity to your relationships.
  • Give better feedback.
  • Manage emotions.
  • Deal with difficult situations and cope with conflict.


Table of Contents (THIS IS VERY MUCH A DRAFT OUTLINE AT THIS POINT BUT GIVES A GOOD IDEA OF THE TYPES OF TOPIC TO BE COVERED) Introduction PART 1: THE INFLUENTIAL MANAGER'S GROUND RULES The Influencing Process Relational Influencing The Working Relationship Model Why relationships at work are so important Relationship styles Relationship derailers -- and how to avoid them PART 2: CRITICAL ASPECTS OF INFLUENTIAL WORKING RELATIONSHIPS Creating and developing the right impression Effective Listening Asking Good Questions Developing Trustworthiness Mutual respect Developing Rapport and empathy Assertiveness Self-awareness Awareness of others Communications skills How to Support others Emotional management and resilience Developing Integrity Being Politically Astute Being Authentic Understanding Conflict Working with Diversity How to develop Judgement Giving -- and receiving Feedback How to Challenge PART 3: TIPS, TOOLS & TECHNIQUES How to be appreciative Reframing Challenging assumptions Readingpeople Non verbal communication The language of influence Developing positive relationships Using both brains to influence Linking and Building Thinking creatively Storytelling CONCLUSION


Mike Brent is a Client and Programme Director at Ashridge. He specialises in leadership, team-building, influencing, coaching, cross cultural management, leading change and personal development. He has worked as a management trainer and consultant with many international companies such as GE, HP, Ericsson, France Telecom, ICI, Volvo and Bang & Olufsen and has a particular interest in working with management teams. Mike has extensive international experience, having run seminars world-wide including Japan, China, Uzbekistan, Thailand, Malaysia, Indonesia, USA, Canada and South America. Mike has published a number of articles on influencing, coaching and leadership, and a book, Influencing - Skills and Techniques for Business Success (with Fiona Dent). Fiona Dent is a Director of Executive Education at Ashridge. She manages programmes, client relationships and delivers management development solutions in the Leading People area. Fiona is also involved with her colleagues in setting the strategic direction of the organisation with a particular focus on human resources. She has worked with a range of organisations and clients and teaches and consults across a broad spectrum of leadership, personal, interpersonal and relationship skills. Fiona has written five books including Influencing: Skills and Techniques for Business Success (Palgrave, 2006).
EAN: 9780273729860
ISBN: 0273729861
Untertitel: How to Use Soft Skills to Get Hard Results. 'Financial Times Series'. illustrations. Sprache: Englisch.
Verlag: Pearson Education Limited
Erscheinungsdatum: September 2010
Seitenanzahl: 248 Seiten
Format: kartoniert
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