About the authors:3 What do people say about influencing skills?6 Introduction: Increasing your influence 11 Who is this book for? 12 How to use this book 13 What are the 7 traits? 14 The difference between influence and manipulation 16 Trait 1: Knowing what you want and believing you can achieve it 19 Sense of purpose and clear goals 20 Believing you can achieve your goals 29 Self belief 30 Taking risks 33 Resilience 35 Summary of trait 1 37 Trait 2: Credibility 39 Increasing your credibility 43 Building your reputation 44 Developing your expertise 45 Improving your ability to deliver 46 Summary of trait 2 49 Trait 3: Trustworthiness 51 Authenticity 53 Intent 61 Behaviors that generate trust 63 Developing your trustworthiness 65 Summary of trait 3 67 Trait 4: Empathy 69 Maps of the world - exploring other points of view 71 The skills of empathizing 74 Insightful questioning 74 Active listening 76 Developing your empathy 78 Summary of trait 4 81 Trait 5: Inspirational 83 What do we mean by inspirational? 83 Inspiring yourself 85 Inspiring others 90 Tips for inspiring other people 92 Summary of trait 5 95 Trait 6: Strong communication capability 97 The elements of a strong communication capability 99 Verbal impact 100 Ability to structure verbal communication with logic 101 Contextualizing your language 103 Avoiding unhelpful language patterns 105 Ability to structure insightful questions and to listen well 107 Non-verbal impact 108 Voice projection and great use of emphasis and tone 109 Image and personal presentation 110 Congruence 112 Written impact 115 Impact in presentations 117 Summary of trait 6 119 Trait 7: Open-mindedness 121 How open minded are you? 122 What gets in the way of being open-minded? 124 Negative thinking 124 Habit 125 Developing flexible thinking 127 Considering other viewpoints 129 PACE technique 129 Seeking feedback 130 Summary of trait 7 135 Answers to puzzles 140 Personal action plan 136 About the publishers http://www.uolearn.com 142 Coaching Skills Training Course 144 Easy 4 me 2 Learn Speed Writing 144 Easy 4 me 2 Learn Speed Reading 145 Easy 4 me 2 Learn Study Skills 145
About the authors: Lois Burton and Deborah Dalley Deborah Dalley and Lois Burton both have their roots in the field of learning and development in which they have worked for over 20 years. Both run successful consultancy and coaching businesses and work on many collaborative projects as colleagues and friends. With backgrounds that span work in the public, private and voluntary sectors Lois and Deborah share many professional interests and values and bring complementary experience to their work. Deborah and Lois run many workshops and programs which include the development of influencing skills and together have developed the popular Beyond series of workshops which provide a unique forum for leaders to receive individual, in depth feedback on their impact, presence and ability to influence in a variety of settings. Deborah Dalley Deborah Dalley has been working as a freelance training and development consultant for over 20 years. Her employment background is the Criminal Justice System and Higher Education and she has carved a niche as a primary consultant in the Higher Education sector in the North West of England. Deborah is particularly interested in leadership and team development in this sector with much of her work focusing around influencing, emotional intelligence and the management of change. Deborah's areas of expertise include: Powerful influencing Happiness and motivation Assertive communication Emotional intelligence Leadership and management development Managing change and transition Team development Deborah has been involved in many major organizational change initiatives and has worked with managers and leadership teams over many years. She brings this experience to bear in her work and has a passionate interest in helping managers to cope with the challenges that constant change bring. Most recently Deborah has developed a powerful model for holding courageous conversations which helps to remove some of the blocks and barriers to effective communication within organizations. Please contact Deborah at http://www.deborahdalley.com Lois Burton Lois is a freelance organizational development consultant and leadership coach who has worked in the field of learning and development for 18 years. Since setting up her consultancy in 2000, she has built a reputation as one of the most successful facilitators of organizational change and leadership coaches in the North West of England. Lois's areas of expertise include: Powerful influencing Emotional intelligence Creating values based culture change Individual and team coaching Leadership and management development Lois is an accredited consultant and coach in Emotional Intelligence for Hay Group Worldwide and is also accredited with the Barrett Values Center for the use of their tools for Corporate Transformation. Lois is currently working in the area of imagination to unleash new ideas and innovative thinking to reinvigorate organizations and individuals and her new range of products based on the Power of Imagination will soon be available. She is also part of a group developing ideas on Organizational Transformation working with the Chartered Institute of Personnel and Development (CIPD) and Manchester Business School. Please contact Lois at http://www.spherecreativelearning.com
What do people say about influencing skills? "Interesting, readable and practical - everything I want from this type of book." "A brand new take on influencing." "Thought provoking and extremely helpful." "This book was a revelation." "Completely changed the way I see influencing - I now believe that I can grow and develop my ability to influence by concentrating on these seven traits." "Very readable book which has changed my perspective on influencing. I always thought of it as a set of tools and techniques but the idea of becoming more influential is much more interesting. This book makes that idea feel possible". "I liked the whole concept of developing the traits of influential people and really liked the way they were presented. I enjoyed the exercises and have started to influence people in different ways as a result. Thank you for the ideas." It has made me realize that perhaps I have put too much effort into influencing external clients and stakeholders and not enough time trying to be influential with my own staff!!" "I quickly realised that, influencing is a much broader topic than I had imagined. I gained from it an understanding that I stand a better chance of maximizing my effectiveness if I play to my own strengths, rather than trying to meet other's expectations of me." "Most importantly, I learnt that some of the influencing I see employed by others is really manipulations and not only is it not necessary but it can in fact be counterproductive to subscribe to this method. It was very reassuring to hear that I don't have to become someone I'm not in order to extend my influence!"
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