Influencing Within OrganizationsRoutledge, 27 mag 2004 - 408 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:
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. |
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 |
378 | |
Altre edizioni - Visualizza tutto
Influencing Within Organizations: Getting In, Rising Up and Moving on Andrzej Huczynski Visualizzazione estratti - 1996 |
Parole e frasi comuni
ability achieve action answer arguments assertive attitudes audience avoid B.F. Skinner behaviour believe bias boss candidate’s candidates Cialdini commitment communication competent considered contrast create credibility criticism decision discussed effect emotional employee evaluated example experience eye contact favour feel focus gain gender give goals group members important Impression Management individuals influencee influencee’s influencing strategy interest Interpersonal Attraction interview Intuitor involves Journal of Personality judgement listeners look meeting negative non-verbal organization organizational Organizational Behaviour people’s perceived performance person’s Personality and Social personality type Persuasion political positive Powertalkers presentation primacy effect problem promotion proposal questions reason recency effect reference relationship representative heuristic request response role seek selection selectors situation skills social proof Social Psychology someone speech subordinates successful suggests tactics talking things tion traits verbal women words