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Introduction

Introduction

The idea for this book came from a seminar I created and conducted with groups of managers and professionals in corporations all over America. It’s based on real work with real people who need real hands-on skills to help them in their daily interactions, as they attempt to work together in the increasingly tough and competitive environments of most organizations today.

With a team of organizational psychologists, I did some research, interviewing people in different groups and departments. I discovered that most training programs were directed at managers or executives. The training that was offered to professionals and “individual contributors” was usually informational, intended to help them further develop their technical skills.

What they really needed to complete their proficiency in managing and completing projects was the missing skill—influence skill. As a result, I developed an influence skills program and then a train the trainer program, for a wider audience.

There are many benefits to learning about influence skills, including:

  • Understanding how people process information and tuning in to the information processing strategies different people use so you can become a more powerful influencer

  • Learning refined listening skills and finely tuned attentiveness

  • Discovering other people’s decision making strategies

  • Enhancing your ability to facilitate other people’s decisions

  • Having a more flexible behavioral repertoire

  • Creative Edge
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