CONTENTS
PART I: Getting Others to Follow Your Lead
CHAPTER 1: Fundamentals of Influence
CHAPTER 2: The Ways and Means of Influence
PART II: Ethical Influence Techniques
CHAPTER 3: Let Me Explain: Logical Persuading and Legitimizing
CHAPTER 4: Believe Me: Exchanging and Stating
CHAPTER 5: Finding Common Ground: Socializing and Appealing to Relationship
CHAPTER 6: What Do You Think? Consulting and Alliance Building
CHAPTER 7: Finding Inspiration: Appealing to Values and Modeling
CHAPTER 8: Increasing Your Impact: How to Become More Influential
PART III: The Dark Side of Influence
CHAPTER 9: I Would Prefer Not To: Avoiding
CHAPTER 10: There’s a Sucker Born Every Minute: Manipulating
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