Influencing people [printed text] / Roy Johnson ; John Eaton . - London : Dorling Kindersley, 2002 . - 72 p. : col. ill. ; 18 cm.
ISBN : 978-0-7513-3843-0
Includes index

Class number:	658.45
Abstract:	Practical techniques show you how to build relationships and establish rapport. Roy Johnson and John Eaton are senior partners of executive coaching organisation Coaching Solutions, and are co-authors of Essential Managers: 'Coaching Successfully', and 'Business Applications of NLP' and '40 Activities for Training NLP'.
Contents note:	Understanding influence: being influential; building collaboration; the purpose of influence. Managing yourself: building self-assurance; developing influental attitudes; emotional intelligence; developing empathy; creating trust; looking the part. Presenting ideas: framing your ideas; engaging interest; gaining co-operation; selling your proposal; projecting the future. Exercising influence: forming networks; motivating individuals; influencing teams; influencing senior managers; negotiating successfully; dissolving conflict; rehearsing a presentation; swaying an audience; asessing your influencing skills.