Influencing Within Organizations

There are many 'how-to' books on influencing, but few of these are based on any rigorous research. There are also many empirically supported academic studies, but these remain either difficult to find or provide little in the way of practical advice. Influencing Within Organizations, 2nd edition is different. It provides readers with vital information on probably the most important organizational, survival-success skill of the twenty-first century - influencing. By tracking down the most trustworthy, academic studies, and translating their conclusions into specific, behavioral steps on effective influencing, it gives readers a practical guide, grounded in the relevant theory. Considering the different facets of influencing such as verbal and non-verbal influencing, and the effect of personality, motivation, decision-making and impression management on influencing, this is a comprehensive and highly practical guide to influencing in organizations.

This unique book provides readers with vital information on one of the most important survival-success skill of the twenty-first century - influencing. By bringing the most consistent and dependable academic studies to light, and translating their conclusions into specific, behavioural steps, it gives readers an effective practical guide to successful influencing. Fully revised to include the most up-to-date material, topics covered in this second edition include: verbal and non-verbal influencing impression management networking influencing in a group public speaking. Combining academic rigour and practical relevance, this is an essential purchase for all students of organizational behaviour and theory, communication, and political persuasion as well as for those interested in analyzing the art of influencing.

1. Introduction 2. Non-Verbal Influencing 3. Verbal Influencing 4. Influencing Your Job Appointment, Part 1 5. Influencing Your Job Appointment, Part 2 6. Impression Management on the Job 7. Motivation and Influencing 8. Personality and Influencing 9. Influencing Decision-Making 10. Influencing Behaviour 11. Assertive Criticism 12. Influencing Strategies 13. Influencing a Group 14. Influential Public Speaking 15. Influencing Through Networking 16. Influencing Through Power and Politics

Andzrej Huczynski