5

Influencing

Influencing is the essence of leadership.

Professor Gary Yukl, University of Albany, New York

In this chapter we propose to share the basic principles of influencing. For a more complete discussion of this interesting and essential topic, please refer to the book we have written in the same series, The Leader’s Guide to Influence (Pearson, 2010).

FIGURE 5.1 The four key aspects of influence

FIGURE 5.1 The four key aspects of influence

What do we mean by influence? We believe that there are four key aspects of influence, as shown in Figure 5.1.

Influence is situational

Every situation is different and you will need to adapt your influence style and approaches depending ...

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