+Influencing in the Moment

Tsun-Yan Hsieh and Huijin Kong

Chapter 8 in Positive Influence:The First and Last Mile of Leadership, 2023, pp 104-121 from World Scientific Publishing Co. Pte. Ltd.

Abstract: What never fails to amaze us is how many influencers go into a high-stakes meeting with a presentation and proceed to blast away, totally blind to the wealth of information gushing forward even as the first slide goes on the screen. Roberto, one of Tsun-yan’s most esteemed industry experts, was once invited to address a leading telco’s management committee. Not even three slides in, he felt vaguely uncomfortable with the audience’s silent reaction, which he countered with more vehemence and intensity in his content delivery. Tsun-yan, who convened the session, winced when he noticed the management committee members were mostly looking at their cell phones and not at all attentive to what he was saying or what was on the screen. What could Roberto or Tsun-yan do in that moment?…

Keywords: Influence; Outcomes; Context-Pressures-Judgments; Task-Relationship; Think-Feel-Do; Insight & Inquiry; Seeing and Sensing; Moments; Leadership; Persuasion; Inspire; Conative; Pressure Point; Inner Being; Mental Model; Habit of Mind (search for similar items in EconPapers)
JEL-codes: D23 L21 L22 M1 M14 (search for similar items in EconPapers)
Date: 2023
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