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Elements of Influence by Terry R. BACON

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CHAPTER 6WHAT DO YOU THINK?Consulting and Alliance Building

The social approaches to influencing are essentially about finding common ground with people. We try to make connections with people, to close the distance between us and them, to find or build upon the similarities between us. Or we try to make people like us more, to overcome indifference and create empathy. So, we engage other people by asking questions, by involving them in the problem-solving process, by asking for their ideas—by consulting with them. The fact that we are asking for their opinions or ideas shows that we are interested in what they think. People thrive on that. They like feeling noticed, appreciated, engaged, and listened to. They like feeling that their ideas matter. ...

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