This document provides an overview of influencing, highlighting the key concepts and issues from a practical business-focused perspective.
An introduction to influencing, along with key definitions.
An examination of Mintzberg’s theories concerning power in and around organisations, and the main internal and external influencers.
Pfeffer identifies and assesses the ‘players’ in the power game. This article takes a brief look at his theory.
A look at the role of influencing as a vital skill of leaders in the organisations of today.
Block outlines the ways in which office politics can be used to influence others, and to influence decisions and processes. This article is a review of his work.
This article takes a brief look at Dr. Robert B. Cialdini’s hugely successful model of the six ways to persuade others to say ‘yes’ to your demands in a range of situations.
A summary of the model developed by the Sheppard Moscow consultancy, detailing ways in which you can exert influence from a distance through letters, videoconferencing and more.
This strategy aims to identify the main sources of influence, and to point out how they can be used to wield power.
A model outlining the necessary stages when attempting to influence your superiors for maximum effect.
This article explores office politics in more detail, offering some useful guidance on how to navigate through the minefield.
Influence is gained and maintained by the control of resources or processes, and people can often gain influence through unconventional means. This article provides a brief summary of the main sources of influence, either official or unofficial.
Being assertive is not just about what you say, but also about the way in which you say it. This article offers some advice on how you can use your verbal and non-verbal communication skills to display assertiveness.
A model designed to help you to gain and keep audience attention when presenting, and to really drive home your messages.
Advice and exercises to help you consider your rights, beliefs, feelings and views – all of which are fundamental to assertiveness.
A number of practical steps you can take to develop your assertiveness skills.
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