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The Power of Indirect Influence
Judith C. Tingley, Ph. D.
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AMACOM, a division of American Management Association,
1601 Broadway, New York, NY 10019.
Tel.: 212-903-8316 Fax: 212-903-8083
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This publication is designed to provide accurate and authoritative information in regard to the subject
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services of a competent professional person should be sought.
Library of Congress Cataloging-in-Publication Data
Tingley, Judith
The power of indirect influence / Judith Tingley.
p. cm.
ISBN 0-8144-7050-5
1. Communication in management. 2. Communication in organizations.
3. Interpersonal communication.
HD30.3.P685 2000
658.4'5—dc21 00-045123
© 2001 Judith C. Tingley, Ph.D.
All rights reserved.
Printed in the United States of America.
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This publication may not be reproduced,
stored in a retrieval system,
or transmitted in whole or in part,
in any form or by any means, electronic,
mechanical, photocopying, recording, or otherwise,
without the prior written permission of AMACOM,
a division of American Management Association,
1601 Broadway, New York, NY 10019.
Printing number
10 9 8 7 6 5 4 3 2 1
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Contents
Acknowledgments
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Chapter 1. The Dynamic Duo: Power and Influence
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A Story
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Getting People to Do What You Want Them to Do
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The Dynamic Duo
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Resistance
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The Drill
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Another Story
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Just the Basics
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Chapter 2. The Drill
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Step 1. Deciding What You Want as an Outcome of Your Influence
Attempt
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Step 2. What's Your Read about Yourself and the Other Person in the
Current Situation?
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Step 3. Pick the Method and the Technique
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Step 4. Implement the Technique
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Step 5. Reward Yourself
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Step 6. Evaluate the Results
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Stay in Step
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Chapter 3. Direct Influence: The Traditional Coin of the Realm
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Men and Women
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Cultural Difference
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Direct Influence Techniques
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Saying ''No"
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Making "I" Statements
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Be Brief and Specific
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Make Statements, Don't Ask Questions
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Broken Record
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Telling What You Want
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Cut to the Chase
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Chapter 4. Indirect Influence: Sophisticated and Subtle
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What "Beyond Assertiveness" Is
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BA and Therapy
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BA and Business
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