Exercising Influence.pdf

About This Book

Why Is This Topic Important?

Influencing is something everyone needs to be able to do, but it requires a set

of skills and understandings that is rarely taught explicitly. Since 1994, when

we introduced our “influence fitness” program, Exercising Influence: Building

Relationships and Getting Results, participants have asked for a book that they

can read for further development. This book, as its name implies, is intended to

be a practical guide to developing effective influencing skills independent of

the seminar.

What Can You Achieve with This Book?

The book provides a means for reflecting on your current approach to influ-

encing others, as well as examples, insights, tools, and skill practice opportuni-

ties that will help you to become a more effective influencer. You will develop

a greater appreciation for the many opportunities you have daily to make your

life and work more satisfying and meaningful through influential communica-

tion. You can use this book in several ways:

As a general information book, to be read in its entirety.

As a resource for specific ideas about various aspects of influencing. If

you use it in this way, you may want to read the first part and then use

the rest for reference, as appropriate.

As a guide to a structured influence fitness program that can be imple-

mented alone or with others in a conscious and sequential way for the

purpose of developing and improving skills.

As a follow-up to or preparation for attending the course, Exercising

Influence: Building Relationships and Getting Results. For information

on this course, see the first item in the Notes section.

How Is the Book Organized?

The material in this book is divided into three parts. The first part, Exercising

Influence, focuses on developing the skills and understanding required to be an

effective influencer. The second part, Planning for Influence, provides practical

advice on preparing for, implementing, and reviewing an actual influence

opportunity. The third part, Special Issues in Influence, explores important

issues that arise in the process of exercising your influence, as well as special

applications of influence skills. Each of the short chapters within the sections

covers an area that is relevant to influencing in all aspects of life. The remain-

der of the book includes an Appendix with supplementary material.

There are two companion pieces to this book. The first is a self-study guide,

which can be used independently or by working with a coaching partner. It fol-

lows this book, chapter by chapter, and will enable the reader to deepen his or

her understanding of influence. Practice exercises are included for skill devel-

opment. The second piece is a discussion guide for a series of facilitated con-

versations based on this book. If you are a formal or informal leader of a group

or wish to form a group to discuss this topic, the guide will provide you with

plans and support material to enhance the group’s learning and your facilita-

tion skills.

In this book, I have used several metaphors that offer parallels to this com-

plex topic. Developing influence skills is like fitness training; the planning

process is like preparing for a safari; and the actual experience of influencing is

like improvisational theater. The process of becoming an effective influencer is

a lifelong journey. To help guide us on this journey, I have selected some quo-

tations from Ralph Waldo Emerson, whose wisdom and good sense speak to us

across 170 years. Emerson’s essays, most of them written in the 1830s and

1840s, are especially full of relevant observations and advice of value to those

of us interested in building relationships and getting results through influence.

In an 1844 essay, Emerson wrote, “This is that which we call character—a

reserved force which acts directly by presence, and without means.” That is as

good a definition of the power of influence as we are likely to find.

About Pfeiffer

Pfeiffer serves the professional development and handson resource needs of

training and human resource practitioners and gives them products to do their

jobs better. We deliver proven ideas and solutions from experts in HR develop

ment and HR management, and we offer effective and customizable tools to

improve workplace performance. From novice to seasoned professional,

Pfeiffer is the source you can trust to make yourself and your organization

more successful.

Essential Knowledge Pfeiffer produces insightful, practical, and

comprehensive materials on topics that matter the most to training

and HR professionals. Our Essential Knowledge resources translate the expertise

of seasoned professionals into practical, howto guidance on critical workplace

issues and problems. These resources are supported by case studies, worksheets,

and job aids and are frequently supplemented with CDROMs, websites, and

other means of making the content easier to read, understand, and use.

Essential Tools Pfeiffers Essential Tools resources save time and

expense by offering proven, readytouse materialsincluding exercises,

activities, games, instruments, and assessmentsfor use during a training

or teamlearning event. These resources are frequently offered in looseleaf or

CDROM format to facilitate copying and customization of the material.

Pfeiffer also recognizes the remarkable power of new technologies in

expanding the reach and effectiveness of training. While ehype has often

created whizbang solutions in search of a problem, we are dedicated to

bringing convenience and enhancements to proven training solutions. All our

etools comply with rigorous functionality standards. The most appropriate

technology wrapped around essential content yields the perfect solution for

todays onthego trainers and human resource professionals.

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Essential resources for training and HR professionals

This book is dedicated to Abigail, Elizabeth, Emily, and Isaacthe next

generation of influencers.

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