Elements of Influence: The Art of Getting Others to Follow Your Lead Paperback - 2011

From the jacket flap

Virtually every human interaction involves some element of influence. We seek to influence others whenever we want someone to agree with us, take a particular action, share our point of view, accept our perspective, or behave differently. Our success in business, and in life, depends on our ability to get others to follow our lead, join our cause, feel our excitement, or buy our products and services.

Is influence a natural ability with which some lucky people are born? Is it something available only to those invested with official authority over others? Or can it be mastered and exerted by anyone?

Elements of Influence reveals how you can hone and develop your own ability to influence others, giving you the tools and information you need to do so ethically and in any situation. Building on Terry R. Bacon's comprehensive Survey of Influence Effectiveness (SIE) assessment, a framework that details every possible act of influence and is used by the author's Fortune 500 clients, the book provides substantial insights into how power and influence are wielded, and how you can effectively moderate the form of influence you choose, the content of your message, and the type of communication you use to best suit the people you are trying to influence at any given time.

Filled with exercises and practical applications, the book outlines the ten most commonly used influence techniques--logical persuading, legitimizing, appealing to relationship, socializing, consulting, appealing to values, modeling, exchanging, stating, and alliance building--as well as the four negative or unethical influence practices: avoiding, manipulating, intimidating, and threatening. With the positive techniques you'll learn not only how to gain the support of employees less willing than those of past generations to accede to the wishes of management solely by virtue of its authority, but also how to exert influence globally, across cultures.

More and more in our society, great things are accomplished via collaborative methods, by inspiring commitment rather than demanding compliance. This eye-opening book shows you how.

TERRY R. BACON is the founder of Lore International Institute, a widely respected executive-development firm recently acquired by Korn/Ferry International. He is now the scholar in residence in that firm and is the author of many books, including Powerful Proposals, What People Want, and The Elements of Power. He can be found online at: www.theelementsofpower.com and www.terryrbacon.com.