About This Book xi
Acknowledgments xiii
PART I Exercising Influence 1
CHAPTER 1 What We’ve Got Here Is a Failure to Influence: Dealing with Life 101 3
CHAPTER 2 What Is Influence, and Why Do We Want to Have It? The Upside and the Downside 7
CHAPTER 3 A Model for Exercising Influence: Building Relationships and Getting Results 17
CHAPTER 4 Expressive Influence: Sending Ideas and Generating Energy 25
CHAPTER 5 Receptive Influence: Inviting Ideas and Stimulating Action 33
CHAPTER 6 Influencing in Action: A World of Possibilities 43
PART II Planning for Influence 47
CHAPTER 7 Developing an Influence Plan: Design Thinking for Influence Opportunities 49
CHAPTER 8 Establishing Influence Objectives: What Will Success Look Like? 53
CHAPTER 9 Focus on the Relationship: Influence Works Both Ways 59
CHAPTER 10 Focus on the Context: The Individual 63
CHAPTER 11 Focus on the Context: System, Organization, Culture, and Timing 69
CHAPTER 12 Focus on the Context: Yourself 73
CHAPTER 13 Focus on the Issues: What’s at Stake? 77
CHAPTER 14 Choosing and Using Influence Behaviors to Achieve Your Objective: How to Create Your Approach 81
CHAPTER 15 Putting Your Plan to Work: Treating the Unexpected as an Opportunity 87
PART III Special Issues in Influence 93
CHAPTER 16 The Ethics of Influence: Doing Well by Doing Good 95
CHAPTER 17 Influencing Electronically: The Wonders and Terrors of Instant Communication 99
CHAPTER 18 Influencing through Social Media: Expanding Your Sphere of Influence 107
CHAPTER 19 Applied Influence: Making Things Happen 111
CHAPTER 20 Influencing Indirectly: Influencing beyond Your Boundaries 117
CHAPTER 21 Influencing Your Team: From One to Many 121
CHAPTER 22 Your Brain on Influence: What Neuroscience and Behavioral Economics Can Teach Us 125
Afterword: The Paradox of Failure 135
APPENDIX A Coaching Partnerships 137
APPENDIX B Influence Plan 141
APPENDIX C Meeting Processes That Support Effective Influencing 145
APPENDIX D Sentence Starters 149
APPENDIX E Influence Scenarios 151
APPENDIX F Self-Assessment 161
Resources 163
Barnes & Conti Associates, Inc. 167
Index 169
B. Kim Barnes is the CEO of Barnes & Conti Associates, an independent learning and organization development firm. She has had over 30 years of experience in the fields of management, leadership, and organization development.
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