Influencing Others

In one fashion or another, everything you do with other people is some form of influence. How you dress, how you talk, the way you present information are all aspects of Influencing Others.

People are moved by many things, and not all of them are conscious. You are shaped by values and experiences, by what others think or taught you, and by human nature and biological instincts. Decisions are often made with emotions and justified with logic. Deploying effective tactics for persuasion depends on your ability to suspend what’s important to you and see situations from other people’s perspectives and in terms of what matters to them. People with well-developed Influencing skills recognize that the key to understanding others is to first understand yourself.

If any of these behaviors are true of you or associates with whom you work, you’ll find action tips at

  • Displays limited awareness of what is important to self and others
  • Assumes that everyone thinks the same way and is motivated by the same things
  • Uses logic alone to influence
  • Misses nonverbal cues signaling resistance
  • Discounts others’ points of view or values
  • Pushes harder, louder or longer in the face of opposition

Action learning tips and learning assignments on the job are a click away at

You might also consider (a sampling of suggestions from ):

Cialdini, Robert. Influence: The Psychology of Persuasion. New York: Harper, 2006.

Baldwin, David, and Curt Grayson. Influence: Gaining Commitment, Getting Results (Ideas Into Action Guidebooks). Greensboro: Center for Creative Leadership, 2004.

LaBorde, Genie. Influencing With Integrity: Management Skill for Communication and Negotiation. Bancyfelin Carmarthn, U.K.: Crown House Publishing, 2003.

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