Influence: Gaining Commitment, Getting Results
August 2011, Pfeiffer
10 Whom Do You Influence?
12 Influence Tactics
15 Which Influence Tactics Do You Use?
16 How Situation Affects Influence
Setting Your Goals
Identifying Benefits and Challenges
Developing Your Influence Session Script
Conducting an Influence Session
Reflecting on Your Influence Session
29 Suggested Readings
32 Key Point Summary
The purpose of the series is to provide managers with specific advice on how to complete a developmental task or solve a leadership challenge. In doing that, the series carries out CCL's mission to advance the understanding, practice, and development of leadership for the benefit of society worldwide.
David Baldwin is a CCL faculty member based at the San Diego campus. Since 1995, he has managed and delivered leadership initiatives, including global blended learning programs, for CCL clients. As an executive coach, he engages clients to consider how to maximize their influencing capabilities. David holds a B.A. in speech communication from San Diego State University and an M.S. in organizational communication studies from Illinois State University.
Curt Grayson is a senior program associate at CCL’s San Diego campus. He is a full-time faculty member and specializes in leadership and team assessment and development, executive coaching, influential leadership, and organizational transformation. Curt holds a B.S. in psychology from San Diego State University, an M.A. in clinical psychology from Rosemead School of Psychology, and a Ph.D. in organizational psychology from California School of Professional Psychology in Los Angeles.