By Elaina Zuker

Is helping you improve your communications abilities for daily company relationships.

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Influence : portable power for the '90s

Is helping you increase your communications abilities for daily enterprise relationships.

Additional info for Influence : portable power for the '90s

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Resistance Resistance is very common in both selling and influencing. If you’re lucky, you get a foot-dragging response, but not an out-and-out no. A resistance statement, such as “I’m not sure yet,” “We’ve never done this before,” or “We don’t have enough time (or money),” usually means that the person is asking for something from you. It could be more information about what you’re proposing, reassurance that he is not making a mistake, or more rewards or benefits that will be gained from saying yes to you.

Have we worked together before? On a team? As a boss/subordinate? As a colleague? Is the relationship strictly business? Do we have a personal friendship? Do we have things, people, projects in common? 2. Range Range of your authority? Range of other person’s authority? Range of their network inside and outside of the organization? 3. Record His/her response to you in the past? How have they accepted new ideas before? 4. Reasons Theirs: Yours: 5. Rules Rules, real and imaginary, you have heard from the person: Should?

Write your question and then the answer you get. What? Q: A: How? Q: A: When? Q: A: Why? Q: A: Who? Q: A: 45 BLOCK-BUSTING QUESTIONS Block-busting questions offer another way to elicit more precise communication from another person by eliminating ambiguities. ” If someone said this to you in a work context, what would it mean? You might understand this as a project and go back to your workspace, thinking you knew what the other person meant but not being sure. Then, you’d scratch your head and try to work out an agenda according to what you thought the person meant.

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Influence : portable power for the '90s by Elaina Zuker
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