The Manager's Pocket Guide to Influence with Integrity: Power, Principles, and Persuasion

Table of contents

1. Title
2. Copyright
3. Table of Contents
4. Preface
5. 1 Introduction
   1. DEFINE YOUR TERMS
   2. ASSESS YOUR INFLUENCE-MESSAGE
   3. USE THE LEADERSHIP KEY TO OPEN THE DOOR OF OPPORTUNITY
   4. EFFECT POSITIVE CHANGE
   5. ASK THE RIGHT QUESTIONS
   6. ATTEND TO BOTH STYLE AND SUBSTANCE
   7. REMEMBER AND DO—DO AND REMEMBER
   8. ANTICIPATE CONSEQUENCES
   9. HYPE YOUR EXCELLENCE
   10. FIND EXEMPLARS
   11. PREVIEW
6. 2 Integrity
   1. PURPOSE, BIG PICTURE, PEOPLE
   2. SPHERE OF INFLUENCE
   3. ROI (RETURN ON INFLUENCE)
   4. CIRCLE OF INFLUENCE
   5. MULTILINGUAL ADVANTAGES
   6. CHALLENGE YOURSELF
   7. TEAMWORK
   8. CREATIVITY
   9. R-E-S-P-E-C-T
   10. PREVIEW
7. 3 Leadership
   1. NONINFLUENTIAL STATEMENTS
   2. HOW LEADERS USE LANGUAGE TO INFLUENCE
   3. OVERCOMING OBJECTIONS
   4. WRITING WRONGS
   5. OTHER MEANS OF INFLUENCE
   6. IF YOU WANT TO BE REMEMBERED
   7. PREVIEW
8. 4 Trust
   1. MAKING A DIFFERENCE
   2. EARNING TRUST
   3. EMPOWERING THROUGH TRUST
   4. PREVIEW
9. 5 Appropriateness
   1. POLITICAL CORRECTNESS
   2. CONTENT AND CONTEXT
   3. E-MAIL ETHICS
   4. VOICE-MAIL VALUES
   5. ANSWERS TO CONTENT: CASE STUDIES
   6. PREVIEW
10. 6 Style
    1. THE STYLES OF INFLUENCE
    2. THE SUBSTANCE OF INFLUENCE
    3. PREVIEW
11. 7 Impact
    1. TOP-OF-THE-LINE RESPONSES TO BOTTOM-LINE SITUATIONS
    2. THE D-I-R-E-C-T APPROACH
    3. SUGAR-COATING: SINS AND SCINTILLAS
    4. PREVIEW
12. 8 Manipulation
    1. INTEGRITY GAUGES
    2. THE ROR-SHOCK MODEL
    3. WIN-3 TEST
    4. PREVIEW
13. 9 Values
    1. THE COMPONENTS OF CHANGE
    2. VALUES EMPLOYERS SEEK
    3. VALUES EMPLOYEES SEE AND SEEK
    4. EXERTING INFLUENCE ON TEAMS
    5. PREVIEW
14. 10 Vision & Visibility
    1. LONG-TERM OUTCOMES
    2. SELF-PROMOTION
    3. THE ENTREPRENEURIAL SPIRIT
15. Suggested Reading
16. About the Author
17. Index