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101 0 $aeng
135   $aur|n|---|||||
181   $ctxt
182   $cc
183   $acr
200 10$aInfluence$b[electronic resource] $eportable power for the '90s /$fElaina Zuker
210   $aMenlo Park, CA $cCrisps Publications$dc1994
215   $a1 online resource (86 p.)
225 1 $a50-Minute series
300   $aDescription based upon print version of record.
311   $a1-56052-275-5 
327   $a""TITLE""; ""COPYRIGHT""; ""ABOUT THE AUTHOR""; ""CONTENTS""; ""INTRODUCTION""; ""PART I Influencea??? Getting What You Want""; ""INFLUENCEa??? GETTING WHAT YOU WANT""; ""What Influences You?""; ""Influence Factors Checklist""; ""A NEW DEFINITION OF INFLUENCE""; ""What Influence Isna???t""; ""WHAT INFLUENCE MEANS TO YOU""; ""DOVETAILINGa??? YOUR WIN-WIN STRATEGY""; ""INFLUENCE""; ""MANIPULATION""; ""Getting Tuned In""; ""There Are No Shortcuts""; ""CREATING A PERSONAL INFLUENCE ACTION PLAN""; ""A FIVE-STEP PLAN""; ""PART II Influencing in an Age of Change""; ""INFLUENCING IN AN AGE OF CHANGE""
327   $a""Meeting the Challenge of an Age of Change""""COMPETITION:""; ""The Race Heats Up""; ""TECHNOLOGY:""; ""The Danger Of Depersonalization""; ""INFORMATION:""; ""Getting What You Need""; ""WORKER VALUES:""; ""New Management Norms Required""; ""INNOVATION:""; ""Wea???re All Expected to be More Creative""; ""ORGANIZATIONAL STRUCTURE:""; ""Changing the Way Things Work""; ""OLD HIERARCHICAL STRUCTURES""; ""NEW INFLUENCE STRUCTURES""; ""CAUGHT IN THE MIDDLE""; ""PLAYING IT BY EAR""; ""GETTING AHEAD IN THE AGE OF CHANGE""; ""YOUR OWN ORGANIZATION""; ""PART III How to Influence Anybody""
327   $a""THE FORMULA FOR SUCCESS""""INFLUENCE=ATTENTIVENESS+FLEXIBILITY""; ""Learning How Best to Apply Influence Skills""; ""LIKE LIKES LIKE""; ""PART IV The Art of Listening: The Underrated a???Power Toola???""; ""WHY LISTENING IS SO DIFFICULT""; ""Why?""; ""Distractions""; ""Lack of Training""; ""Filtering""; ""Self-Absorption""; ""LISTENING TO INFLUENCE""; ""1. Listening without Judging""; ""2. Developing a Genuine Interest in Others""; ""3. Learning to Ask Good Questions""; ""4. Developing the Art of Helping with Silence""; ""5. Developing a Desire to Accommodate""; ""Accommodation Quick-Check""
327   $a""6. Practice Makes Perfect""""OPEN LISTENING""; ""ACTIVE LISTENING""; ""REFLECTING FEELINGS""; ""OPEN-ENDED QUESTIONING""; ""BLOCK-BUSTING QUESTIONS""; ""COMPARATORS: PRECISION QUESTIONS""; ""Qualifying Comparators""; ""UNIVERSALS""; ""PART V Refined Listening""; ""FINE-TUNING YOUR RADAR""; ""THE CONTEXT""; ""The External Environment""; ""The Internal Environment""; ""THE SIX Rs""; ""1. Relationship""; ""2. Range""; ""3. Record""; ""4. Reasons""; ""5. Rules""; ""6. Resistance""; ""THE CONTENT""; ""THE MEDIUM""; ""Refined Listening""; ""TUNING IN TO WHATa???S UNSPOKEN""
327   $a""1. Body Posture and Gestures""""2. Skin Color Changes""; ""3. Minute Muscle Changes""; ""4. Lower Lip Changes""; ""5. Breathing Changes""; ""6. Voice Patterns: Tone, Tempo and Volume""; ""REPRESENTATIONAL SYSTEMS""; ""A VISUAL PERSON""; ""AN AUDITORY PERSON""; ""A KINESTHETIC PERSON""; ""A GUSTATORY PERSON""; ""AN OLFACTORY PERSON""; ""PART VI The Magic of Rapport""; ""SETTING THE STAGE FOR GREATER INFLUENCE""; ""RAPPORT""; ""ENTRAINMENT""; ""ENTRAINMENT AND THE RHYTHM OF RAPPORT""; ""ENTRAINMENT AS RAPPORTa??? THE HEARTBEAT OF INFLUENCE""; ""Breaking Rapport""; ""Matching Breathing""
327   $a""Matching Voice""
410  0$aFifty-Minute series.
606   $aInfluence (Psychology)
606   $aPersuasion (Psychology)
606   $aSuccess$xPsychological aspects
615  0$aInfluence (Psychology)
615  0$aPersuasion (Psychology)
615  0$aSuccess$xPsychological aspects.
676   $a153.8/52
700   $aZuker$b Elaina$01547503
801  0$bMiAaPQ
801  1$bMiAaPQ
801  2$bMiAaPQ
906   $aBOOK
912   $a9910780451503321
996   $aInfluence$93803924
997   $aUNINA