Table of Contents

About This Book.
Acknowledgments.


I. EXERCISING INFLUENCE.


1. What We?ve Got Here Is Failure to Influence.


2. What Is Influence, and Why Do We Want to Have It?


3. A Model for Exercising Influence: Building Relationships and
Getting Results.


4. Expressive Influence: Sending Ideas and Generating
Energy.


5. Receptive Influence: Inviting Ideas and Stimulating
Action.


6. Influencing in Action.


PART II. PLANNING FOR INFLUENCE.


7. Developing an Influencing Plan.


8. Establishing Influence Goals.


9. Focus on the Relationship.


10. Focus on the Context: The Individual.


11. Focus on the Context: System, Organization, Culture, and
Timing.


12. Focus on the Context: Yourself.


13. Focus on the Issues.


14. Choosing and Using Influence Behaviors to Achieve Your
Goal.


15. Putting Your Plan to Work.


PART III. SPECIAL ISSUES IN INFLUENCE.


16. The Ethics of Influence.


17. Influencing Electronically.


18. Influencing Indirectly.


19. Applied Influence: Making Things Happen.


Afterword: The Paradox of Failure.


Appendices.


Appendix A. Coaching Partnerships.


Appendix B. Influence Plan.


Appendix C. Meeting Processes That Support Effective
Influencing.


Appendix D. Sentence Starters.


Appendix E. Influence Scenarios.


Notes.


Resources.


Acknowledgments.


About the Author.


Index.

About the Author

B. Kim Barnes is president and CEO of Barnes & Conti
Associates, Inc., an independent learning and organization
development firm.She has more than thirty years of experience in
the fields of management, leadership, and organization development.

Reviews

?This book is the guide to understanding what success looks like in influence situations. It provides a critical skill set for leaders at all levels.?--Diana Hayden, director, Applied Global University, Applied Materials ?Exercising Influence will help anyone working in a complex organization trying to get things done without authority or the power of position. This book is filled with down-to-earth practical tips that you can use to move your project forward.?--Debra Mipos, director, Physician Training and Development, Kaiser Permanente Praise for the First Edition ?Kim Barnes? new book is a winner, full of wisdom and good advice about how to influence others. That?s what we all need to do all the time . . .this is a book that everyone can use.? --Bill Bridges, consultant and author, JobShift and You, Inc. ?Influence is central to leadership. Without the ability to mobilize others, the smartest people with the grandest visions will accomplish nothing. In Exercising Influence, Kim Barnes has demystified the complex and sophisticated techniques of influence, making them understandable and available to anyone who yearns to get extraordinary things done in organizations. Before you read another leadership book, read this one. It?ll enable you to enact your dreams.?--Jim Kouzes, coauthor, The Leadership Challenge and Encouraging the Heart, and chairman emeritus, Tom Peters Company