How to Influence explores the art of making things happen, through other people. It's key to your success we all need other people to get ahead.
Focused on the workplace, it shows you how to:
Become the colleague everyone wants to work with
Win support whenever you need to
Build a powerful network of loyal allies
Use conversation to reach positive, productive outcomes
Use time and place to influence with impact.
Influence is one of the most important skills you need at work. It underpins everything you do. On a day to day basis, it enables you to complete specific tasks and goals, and, in a broader sense, achieve more and more take on greater challenges and progress your career.
Jo Owen has an outstanding track record of leading and creating businesses in the UK and Japan. Most recently he is the founder and Director of Strategy for Teach First - a not for profit initiative that takes the top graduates from UK universities and places them in inner city primary schools for two years before going on to a corporate career. He writes the leadership column for the Institute of Directors and as Director of Strategy for Teach First is shaping their "Learning to Lead" programme for top UK graduates. Jo is the author of the bestselling How To Manage and How to Lead.
Why influencing is so important.
1. The respect agenda (the partnership principle/build your franchise)
Shows how to become the colleague that everyone wants to work with.
Earning trust and credibility
Honesty, not morality
Find a claim to fame, and stake your claim
Act the part: positive, future focus, action bias
Look the part
2. Weave your web
Shows how to build a power base that helps you make things happen.
Build a network of alliances and support across the organisation with the key players:
Boss, godfather/mentor, colleagues, your team, gatekeepers and technocrats.
Who you need
How to get them on your side
3. Walking in other people's shoes.
Shows how to win the support of your colleagues
Establishing credibility fast and keeping it
Finding alignment: common interests, needs
Working around constraints, problems, priorities and risks
Adapting your style: the chameleon principle
4. Persuasive conversations
Shows how to structure a conversation so that it comes to a positive conclusion.
Preparing for a conversation
Timing the conversation
Managing the logical flow
Dealing with emotions
5. Moments of truth
Shows how to deal with the key moments when power ebbs or flows from you.
Picking your battles
Crises and conflict
Budgets and assignments