Influencing Within Organizations

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Psychology Press, 2004 - 388 pagine

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.

 

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Sommario

1 Introduction
1
2 Nonverbal influencing
12
3 Verbal influencing
41
4 Influencing your job appointment I
59
5 Influencing your job appointment II
79
6 Impression management on the job
108
7 Motivation and influencing
143
8 Personality and influencing
158
11 Assertive criticism
211
12 Influencing strategies
227
13 Influencing a group
247
14 Influential public speaking
278
15 Influencing through networking
303
16 Influencing through power and politics
318
Bibliography
341
Index
378

9 Influencing decisionmaking
175
10 Influencing behaviour
198

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Informazioni sull'autore (2004)

Andrzej Huczynski is Senior Lecturer in Organizational Behaviour at Glasgow University.

Informazioni bibliografiche