CHAPTER 18

INFLUENCE:HELP OTHERS PERSUADE THEMSELVES

When you need to persuade and influence your audience—it is too late to learn.

—KURT W. MORTENSEN

Charisma and influence go hand in hand. In other words, charisma is getting others to do what you want them to do and like doing it. People get uneasy when you talk about influence, but, just like power, influence is neutral. Some feel it can’t be learned, others feel that it might get misused, and some pretend it is not that important. Influence enables you to get people to accept your ideas, to bring people together, and to make change stick. I am not talking about selling skills. I am talking about long-term sustainable change that people want to implement. There is a direct correlation between ...

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