APPENDIX ADEFINITIONS OF POWER SOURCES, INFLUENCE TECHNIQUES, AND INFLUENCE SKILLS

This appendix provides a comprehensive overview of the frameworks of power, influence, and skills developed through extensive research during the past twenty years and as measured by the Survey of Influence Effectiveness (SIE). For a more comprehensive explanation of the sources of power, see my book The Elements of Power: Lessons on Leadership and Influence (AMACOM, 2011). Also see my websites www.theelementsofpower.com, www.booksbyterryrbacon.com, or www.terryrbacon.com.

HOW POWER WORKS

Power in people is like power in batteries. The higher the voltage of a battery, the more electromotive force it can deliver and thus the more work it can do. A 1,000-volt battery ...

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