Leader's Guide to Influence, The

Mike Brent is a Client and Programme Director at Ashridge. He specialises in leadership, team-building, influencing, coaching, cross cultural management, leading change and personal development. He has worked as a management trainer and consultant with many international companies such as GE, HP, Ericsson, France Telecom, ICI, Volvo and Bang & Olufsen and has a particular interest in working with management teams. Mike has extensive international experience, having run seminars world-wide including Japan, China, Uzbekistan, Thailand, Malaysia, Indonesia, USA, Canada and South America.Mike has published a number of articles on influencing, coaching and leadership, and a book, Influencing - Skills and Techniques for Business Success (with Fiona Dent).Fiona Dent is a Director of Executive Education at Ashridge. She manages programmes, client relationships and delivers management development solutions in the Leading People area. Fiona is also involved with her colleagues in setting the strategic direction of the organisation with a particular focus on human resources.She has worked with a range of organisations and clients and teaches and consults across a broad spectrum of leadership, personal, interpersonal and relationship skills. Fiona has written five books including Influencing: Skills and Techniques for Business Success (Palgrave, 2006).

• Table of Contents (THIS IS VERY MUCH A DRAFT OUTLINE AT THIS POINT BUT GIVES A GOOD IDEA OF THE TYPES OF TOPIC TO BE COVERED) IntroductionPART 1: THE INFLUENTIAL MANAGER’S GROUND RULESThe Influencing ProcessRelational InfluencingThe Working Relationship ModelWhy relationships at work are so importantRelationship stylesRelationship derailers – and how to avoid themPART 2: CRITICAL ASPECTS OF INFLUENTIAL WORKING RELATIONSHIPSCreating and developing the right impressionEffective ListeningAsking Good QuestionsDeveloping TrustworthinessMutual respectDeveloping Rapport and empathyAssertiveness Self-awarenessAwareness of othersCommunications skillsHow to Support othersEmotional management and resilienceDeveloping IntegrityBeing Politically AstuteBeing AuthenticUnderstanding ConflictWorking with DiversityHow to develop JudgementGiving – and receiving FeedbackHow to ChallengePART 3: TIPS, TOOLS & TECHNIQUESHow to be appreciativeReframingChallenging assumptionsReadingpeopleNon verbal communicationThe language of influenceDeveloping positive relationshipsUsing both brains to influenceLinking and BuildingThinking creativelyStorytellingCONCLUSION

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