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Influencing People by John Eaton, Roy Johnson

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Motivating Individuals

To achieve top performance from others, it is necessary to excite their interest in your ideas. Build trusting relationships with individuals, understand their values, involve them in decision making, secure their commitment, and give the necessary support.

TIP

Find out what interests team members have outside their work.

Laying foundations

You are more likely to gain people’s willing co-operation if you have a sound relationship with them. Look for opportunities to build mutual respect. Offer people support when they need it, and they will then be more likely to respond favourably to your requests for co-operation. When you talk to people, match their non-verbal behaviour to build rapport. It will predispose them ...

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