How to Influence and Persuade 2nd edn, 2nd Edition

Chapter 12

The myths and reality of influence

Influence: one sin and four myths

The subjects of influence and power are shrouded in mystery and much misunderstood. Although they are essential skills to making things happen in organisations, they are often seen as slightly grubby topics. Managers are comfortable learning about things like accounting and marketing. But learning about influence and power sounds devious, divisive and self-interested. This is unfortunate, because influence and power are central to making organisations work.

One cardinal sin

The bedrock of influence is trust. Most leaders forgive most sins. They know that mistakes happen and disasters occur. They can forgive bad jokes, bad dress and occasionally bad judgement. ...