Source: Provided by account holder, used by permission.
Author Menu
Available: 7/19/2011
| Elements of Influence is based on 20 years of research on the techniques people use to influence others. It explores the rational approaches to influence (logic, legitimizing, exchanging, stating), the social approaches (socializing, appealing to relationship, consulting, alliance building), and the inspirational approaches (appealing to values, modeling). Filled with anecdotes and examples, the book shows how to use these techniques and when they are most appropriate.
It also discusses t....[more] |
2011
| This book explores how people develop the power they need to lead and influence others effectively. It describes the five sources of personal power (knowledge, expressiveness, attraction, history, and character), the five sources of organizational power (role, resources, information, network, and reputation), and the one meta-source (will). With numerous profiles of business leaders, political leaders, and other famous people, the book describes how people gain power--and how they can lose it.....[more] |
2006
| What People Want, for the first time, addresses the changing demographics and differences in the workplace to highlight what matters most in employee-manager relationships. Based on first-of-its-kind research that assessed the needs of hundreds of professionals across a variety of industries, Terry Bacon explores in-depth the seven most important needs-for trust, challenge, self-worth, competence, appreciation, excitement, and an ability to develop and sustain an identity of merit. |
2003
| This book fills the huge gap between what companies and clients expect from coaching and what it actually does for them. Zeroing in on this popular technique to develop today's leaders, improve performance, and facilitate change, the book shows how to deliver coaching that helps anyone achieve extraordinary results.
The book is based on research into what people want from coaching and includes numerous insights on coaching from the research findings. |
2004
| Powerful Proposals gives businesses proven strategies for creating customer-centered documents that outshine the competition every timePowerful Proposals goes beyond "This is what we do" documents and takes the reader step by step through designing sales-focused, individual proposals that highlight the firm's tangible benefits to the client.Contains invaluable information on creating effective executive summaries, writing themes, and generating the text, plus how to maximise graphics, callouts, ....[more] |
2003
| Winning Behavior gives companies a new way to increase business: by "outbehaving" rivals so that customers see a positive behavioral difference at every customer touchpoint-from product development and branding to bids and proposals, service, and much more. It is this company-wide Behavioral Differentiation that breeds lasting customer loyalty by allowing any company to distinguish itself from competitors in a tough, crowded market.Winning Behavior will prove to be a landmark book in the literat....[more] |
2004
| The Behavioral Advantage is our follow-up to Winning Behavior, but in this book we focus on how business developers and companies can use behavioral differentiation to distinguish themselves during the marketing and sales process and win more business. This book is intended for sales managers and others who are responsible for developing business in their companies. Among the key concepts in this book is the idea that business development is like a chess game: it has a distinct opening game, ....[more] |
2007
| A comprehensive guide to strategic account management. Full of practical, proven approaches to account management, this text is loaded with examples, tables, charts, checklists, and real-life case studies from the author's vast consulting experience. |
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