January 2026
Intermediate to advanced
776 pages
29h 22m
English
book
Armstrong's Handbook of Human Resource Management Practice, 17th Edition
by Michael Armstrong, Stephen Taylor
Content preview from Armstrong's Handbook of Human Resource Management Practice, 17th Edition
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81 Influencing skills
Chapter objectives
The aim of this chapter is to describe how people professionals can exert influence through persuasion, case presentation and the submission of a business case. It is set out under the following headings:
Influencing people
Persuading people
Case presentation
Making a business case
Influencing people
Influencing skills and techniques are used to get people to do something you want them to do. This might be seeing your point of view, persuading them to take action or even getting them to stop what they are doing. HR professionals are in the business of influencing people. They have to convince senior management, line managers and employees to accept their advice or proposals. Influencing involves persuading ...
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