CHAPTER 6: INFLUENCING STRATEGIES
In the previous chapters, we have spoken about the need to know our own personality and communication styles and sources of power as well as recognising the preferences and power sources of others.
In this chapter, we discuss:
• Trust and relationship building;
• How to get yourself heard; and
• Strategies for influencing and persuading others.
Trust is a key ingredient
Trust is a key ingredient in effective influencing and persuasion. It is built over time and involves earning a level of credibility with others so that they see you as dependable and predictable in how you act. It involves having confidence in the person you are dealing with.
To build trust, Harvard professors Maister, Green and Galford6 identified ...
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