Influencing Style

Fiona Elsa Dent and Mike Brent

Chapter 4 in Influencing, 2006, pp 59-75 from Palgrave Macmillan

Abstract: Abstract The approach used for influencing others will almost certainly have an impact on the outcome of any influencing discussion. Adopting the appropriate approach at the beginning of an influencing discussion can have a hugely beneficial effect upon the process and final outcome of the discussion. It is important that the person/s you are attempting to influence must feel that you wish to enter into a win-win relationship. Typically when influencing others we tend to have a preference in terms of the style we adopt. Sometimes this is an advantage: ► When influencing people we know they get what they expect ► Predictability ► Self confidence when using our preferred style at the start of the process and discussion ► Comfort with the approach

Keywords: Track Record; Prefer Style; Vision Argument; Influence Discussion; Joint Agreement (search for similar items in EconPapers)
Date: 2006
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DOI: 10.1057/9780230596689_4

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