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Points of Influence: A Guide to Using Personality Theory at Work

ISBN: 978-0-7879-0260-5
432 pages
October 1996, Jossey-Bass
Points of Influence: A Guide to Using Personality Theory at Work (0787902608) cover image


Groups, teams, and other new ways of working together have become commonplace in today's organizations. In spite of all of these changes, one element remains the same: the basic building block of all work activities is the individual employee. Points of Influence helps coach managers, team leaders, and trainers to gain a better understanding of employee motivation and how they can influence behavior, increase their own personal self-awareness, and expand their managerial skills.
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Table of Contents

Introduction: Understanding and Affecting Behavior in the Workplace
Part One: The Internal Being: Points of Influence Beyond Our Awareness
1. Sigmund Freud: The Internal Conflict Between Instinct and Civilization
2. Carl Jung: The Collective Unconscious, Archetypes, and Psychological Types
3. Karen Horney: The Social Unconscious and the Conflict of Self-Images
Part Two: Thought and Feeling: Points of Influence Within Our Awareness
4. Albert Ellis and Aaron Beck: The Power of Thought and Belief
5. Carl Rogers: The Power of Feelings
Part Three: The Individual and the Environment: External Points of Influence
6. B.F. Skinner: The Influence of Environment on Behavior
7. Kurt Lewin: Individual Perception and the Environment
8. Fritz and Laura Perls: The Gestalt of Experience and Behavior
9. Murray Bowen: Emotional Systems
Conclusion: Using Personality Theory: Understanding Behavior, Taking Effective Action, and Increasing Personal Awareness
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Author Information

MORLEY SEGAL is co-founder of the American University/NTL Masters Progam in Organization Development and a professor in the School of Public Affairs at the American University in Washington, D.C.
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"Those of us who work on organization change have a wealth of resources to understand the group and system levels of the organization. With Points of Influence, Morley Segal gives us the critical third piece--a comprehensive review of personality theory against the backdrop of organization practice. Finally, there is a practical guide to the individual level of our work. It is an invaluable addition to our understanding of organization change." --June Delano, director, organization change & development, Eastman Kodak Company
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