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Influencing People by John Eaton, Roy Johnson

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The Purpose of Influence

Good managers work with others to create agreements, build relationships, and achieve results. Be clear about what your aims are. Then, work with your senior managers, colleagues, and team to find shared interests and reach mutually desirable goals.

TIP

Understand how influence helps you create agreements with others.

Influencing to achieve a goal

Before you can satisfy mutual goals, you need to be clear about your own goals. This will help you focus your message. For example, before you introduce yourself to someone, think about what you want from the contact. If you want information, pinpoint what you want to know. If your aim is to interest others in your ideas, rehearse what you will say.

“Smart” goals

The mnemonic ...

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