Elements of Influence

PART IIETHICAL INFLUENCE TECHNIQUES

The second part of this book explores how people influence each other in ethical ways. There are ten ethical influence techniques because none of them alone is the right tool to use every time. Each technique has advantages and disadvantages, and the effectiveness of all of the techniques depends not only on the skill with which you use them but also on how receptive people are to them. To a greater or lesser extent, most people respond to logical persuasion, but in some circumstances logic will not be compelling or persuasive. Furthermore, if you want the people you are trying to influence to become committed ...