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Influencing People by John Eaton, Roy Johnson

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Gaining Co-operation

Effective influencers are open and constructive communicators. Always aim to keep discussions objective and positive by taking care over the words you choose, focusing on the essentials, and creating a reputation for openness.

TIP

Use “we” rather than “you” when seeking the support of others.

TIP

Take a deep breath before you react to a criticism.

Stating the outcome

When people know what you are asking for, it becomes easier for them to make a decision. This means making your requests in terms of what you do want rather than in terms of what you do not want. For example, instead of saying, “We never meet deadlines” say, “Let’s get this done by December 31st”. Remember that managers who continually state things in ...

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