Just How Good Are You at +Influence?

Tsun-Yan Hsieh and Huijin Kong

Chapter 4 in Positive Influence:The First and Last Mile of Leadership, 2023, pp 40-50 from World Scientific Publishing Co. Pte. Ltd.

Abstract: Young professionals and senior executives alike approach high-stakes situations much like day-to-day influence attempts: they wing it. They may get the content ready, typically in a presentation, an outline, or even a script for the opening. They have some gut feel for the audience or the counterparty — their likes and dislikes and, therefore, what to lead with and what to avoid (e.g., “He hates PowerPoint!”). Especially for top executives, past success may reinforce the belief that they “have a sixth sense that’s on the money and works most of the time,” not realizing that their success might not be replicable as circumstances change…

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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