Awareness of Others

Fiona Elsa Dent and Mike Brent

Chapter 5 in Influencing, 2006, pp 77-98 from Palgrave Macmillan

Abstract: Abstract One of the key elements of the Model is awareness of others. We find in our seminars and consulting work, that many managers can have a fairly large blind spot here. They just do not seem to be that interested in reading others and adapting their style to the other person. They have an approach and they stick to it, irrespective of how effective that approach actually is.

Keywords: Position Power; Coercive Power; Influence Strategy; Legitimate Power; Influence Situation (search for similar items in EconPapers)
Date: 2006
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DOI: 10.1057/9780230596689_5

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