[...]... work Then begin working your way through the list, adding to it as you learn more You can increase your influence potential by systematically building up your stash of credits Then, when you need sup- American Management Association www.amanet.org 28 Increase Your Influence at Work FIGURE 3-2 WORKSHEET FOR BUILDING CREDITS People I’d like to influence What I can do to... of your workplace colleagues are trustworthy? Which are not? How do the people you work with rate your trustworthiness? RELIABILITY In the workplace, reliability is a personal quality that gives others confidence in saying or thinking, ‘‘I can count on that person to follow through.’’ Not everyone has a reputation for reliability; American Management Association www.amanet.org Increase Your Influence at. .. find common ground 4 Frame issues your way American Management Association www.amanet.org 24 Increase Your Influence at Work 5 Build a network of support 6 Employ persuasive communication Although this list of tactics is not complete, it includes those available to all readers These are actions that anyone in any organization can take to increase his or her influence CREATE RECIPROCAL CREDITS Every society... Management Association www.amanet.org 19 20 Increase Your Influence at Work not near the center of this continuum, use the descriptive bullet points in the center column as models for your future behavior and communication style at work Effective and assertive verbal messages are delivered through brief, declarative sentences that are specific, concrete, and to the point People who use direct communication don’t... to dominate them, using threats, organizational American Management Association www.amanet.org 18 Increase Your Influence at Work authority, or bullying when necessary He tends to micromanage the work of subordinates; things must be done his way This person resists the influence of those seen as less powerful In many cases, the aggressive person is unaware of his effect on others—he thinks that he’s... some mundane task so that a coworker can concentrate on a key goal ? Make them feel appreciated—for example, an occasional pat on the back or praise in front of their peers (neither of which costs you anything) Stop for a moment and think about the people you most want to influence at work What is within your power to share or contribute that these individuals would value highly? What would be the cost... do what he or she wished American Management Association www.amanet.org CHAPTER 2 THE FOUNDATION OF INFLUENCE N ow that you understand the meaning of influence and the related concepts of power and persuasion, we can move on to practical steps you can take to enhance your influence at work Conceptually, it’s useful to think of influence in terms of a structure built on a solid foundation of personal attributes... ways And even when you have the foundation firmly in place, to be truly effective, you’ll need to go a step further Our next chapter tells you how CHAPTER REVIEW To review what you have learned, take the following open-book review quiz 1 What are the three foundation attributes of influence? American Management Association www.amanet.org 22 Increase Your Influence at Work 2 Describe three things you can... orders that we cannot fill If that happens, heads will roll.’’ American Management Association www.amanet.org Increase Your Influence at Work 6 He then goes on to explain how he arrived at the $2 million figure and how they might get the bank to give it to them In this example, Fran is applying persuasive communication with the goal of influencing the thinking of his peers about an important business matter... influence What was the result? 3 Describe one situation in your workplace in which the use of influence would be more appropriate and effective than the application of formal power—that is, ordering someone to do something American Management Association www.amanet.org Influence, Power, and Persuasion 9 4 Persuasion is a tool of influence Recollect and describe a recent instance in which someone at work tried . orders that we cannot fill. If that happens, heads will roll.’’ American Management Association www.amanet.org 6 Increase Your Influence at Work He then goes on to explain how he arrived at the $2. POWER, INFLUENCE, AND PERSUASION. Power of Position Influence (Soft Power) Persuasion Power American Management Association www.amanet.org 8 Increase Your Influence at Work picture. Note that influence,. competent professional person should be sought. Library of Congress Cataloging-in-Publication Data McIntosh, Perry. Increase your influence at work / Perry McIntosh and Richard A. Luecke. p. cm. Includes