Ashridge

Virtual Learning Resource Centre

The Influencing Pocketbook

by Richard Storey

Pocketbook cover

Influencing skills are at the heart of all successful communication. The Influencing Pocketbook examines influencing styles, how to establish rapport, dealing with different personalities, handling resistance and, crucially, getting a decision. It lists five easy steps to influence, eight influencing styles, ten good reasons to build rapport and four different personality types with influencing techniques for each. In an American Management Association survey, in answer to the question 'What is the number one need for success in business today?', the most popular answer was 'To persuade others of my value and the value of my ideas'.

The Influencing Pocketbook – pdf format (0.8MB)