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 the dark side of influence--unethical techniques that the unscrupulous use to cheat, connive, and coerce.

A self-test helps reader determine which techniques they use most effectively.