Brilliant Influence

Contents

About the author viii

Acknowledgements ix

Introduction x

Part 1 Fundamentals 1

1 Use your common sense: the basics of influence 3

2 Appearance matters: how to look influential 15

3 Decisions: how we make them and how we

influence them 47

4 Understand the psychology of influence 67

Part 2 Your message 85

5 The importance of what you say 87

6 The power of how you say it 103

Part 3 Strategies 131

7 Focus on the question: “What’s in it for me?” 133

8 How to negotiate to share benefits 147

9 How to network to help people help you 167

10 The six top influencing techniques 177

Conclusion 189

Glossary 191

Learn more 194

Index 195