Brilliant Influence

influence

brilliant

influence

What the most influential people know, do and say

Mike Clayton

brilliant

PEARSON EDUCATION LIMITED

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Harlow CM20 2JE

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Website: www.pearsoned.co.uk

First published in Great Britain in 2011

© Pearson Education Limited 2011

The right of Mike Clayton to be identified as author of this work has been

asserted by him in accordance with the Copyright, Designs and Patents Act

1988.

Pearson Education is not responsible for the content of third party internet

sites.

ISBN: 978-0-273-74054-4

British Library Cataloguing-in-Publication Data

A catalogue record for this book is available from the British Library

Library of Congress Cataloging-in-Publication Data

Clayton, Mike.

Brilliant influence : what the most influential people know, do and say /

Mike Clayton.

p. cm.

Includes index.

ISBN 978-0-273-74054-4 (pbk.)

1. Influence (Psychology) 2. Persuasion (Psychology) I. Title.

BF774.C57 2011

153.8’52–dc22

2010036278

All rights reserved. No part of this publication may be reproduced, stored in

a retrieval system, or transmitted in any form or by any means, electronic,

mechanical, photocopying, recording or otherwise, without either the prior

written permission of the publisher or a licence permitting restricted copying in

the United Kingdom issued by the Copyright Licensing Agency Ltd, Saffron

House, 6–10 Kirby Street, London EC1N 8TS. This book may not be lent,

resold, hired out or otherwise disposed of by way of trade in any form of

binding or cover other than that in which it is published, without the prior

consent of the Publishers.

10 9 8 7 6 5 4 3 2 1

14 13 12 11 10

Typeset in 10/14pt Plantin by 3

Printed in Great Britain by Henry Ling Ltd, at the Dorset Press, Dorchester,

Dorset

This book is dedicated to my father, Gerald Clayton. He would have

been proud to read it but sadly died just as the first draft was finished,

and never had the chance. Re-reading the material on integrity,

optimism and resilience, I realised how much I learned from him, and

how much I will miss him.