EXERCISING INFLUENCE: A Guide for Making Things Happen at Work, at Home, and in Your Community

by B. Kim Barnes

We all need to influence others in order to build relationships and achieve results in our personal and professional lives. This book contains practical ideas and tools for exercising influence in all aspects of life to accomplish more with less effort. Readers will learn how to create work, family, and community relationships that are more balanced and mutually rewarding, and to take charge of their lives in a powerful, ethical, and productive way.

Genres: Business, Leadership, Nonfiction, Communication, Psychology

176 pages, Paperback

First published May 5, 2000

Reviews

[Bryan Tanner]

CONTEXT
I was interested in the systemic lack of low-income, domestic housing. I hoped this book would equip me with strategies and tactics for instigating grassroots influence movements.

SUMMARY
It was fun and easy to read. It seemed designed for HR professionals to influence change in their companies' employees.

REVIEW
Unfortunately, my reading experience was underwhelming. It might be great for other readers.

[Jos Bosmans]

The clear distinction between Expressive and Receptive behaviors during an influence process is the key contribution of this book. Further hands-on practice will help to assimilate appropriate language in different circumstances. Lacks the incorporation of the insights from cognitive psychologists.

[Stephen]

READ MAY 2016

Good overview of influence skills. I like the inclusion of "context" in the influence model as well as the two categories of influence behaviors. These are expressive influence and receptive influence behaviors.

Expressive influence "sends your ideas and energy out to others" (p. 29) and comes in the form of telling, selling, negotiating, or enlisting.

Receptive influence "invites others to contribute ideas, information, and action" (p. 39) and comes in the form of inquiring, listening, attuning, and facilitating behaviors.

[HobbesR]

I was pretty disappointed with this book. It was recommended to me in a training but I didn't find it that good. I think it is getting a little old now.
I would recommend the trusted advisor instead. I think this is much better on the topic :)

[Sherry]

Very good book on the mechanics of influence.

[Judy]

Easy to read with some good points.

[Monika]

Pożyteczne uwagi dotyczące zachowania, dobieranych słów i czynów mając na uwadze wpływanie na innych. Mnie się przyda.