Acknowledgments.

I. EXERCISING INFLUENCE.

1. What We’ve Got Here Is Failure to Influence.

2. What Is Influence, and Why Do We Want to Have It?

3. A Model for Exercising Influence: Building Relationships and Getting Results.

4. Expressive Influence: Sending Ideas and Generating Energy.

5. Receptive Influence: Inviting Ideas and Stimulating Action.

6. Influencing in Action.

PART II. PLANNING FOR INFLUENCE.

7. Developing an Influencing Plan.

8. Establishing Influence Goals.

9. Focus on the Relationship.

10. Focus on the Context: The Individual.

11. Focus on the Context: System, Organization, Culture, and Timing.

12. Focus on the Context: Yourself.

13. Focus on the Issues.

14. Choosing and Using Influence Behaviors to Achieve Your Goal.

15. Putting Your Plan to Work.

PART III. SPECIAL ISSUES IN INFLUENCE.

16. The Ethics of Influence.

17. Influencing Electronically.

18. Influencing Indirectly.

19. Applied Influence: Making Things Happen.

Afterword: The Paradox of Failure.

Appendices.

Appendix A. Coaching Partnerships.

Appendix B. Influence Plan.

Appendix C. Meeting Processes That Support Effective Influencing.

Appendix D. Sentence Starters.

Appendix E. Influence Scenarios.

Notes.

Resources.

Acknowledgments.

About the Author.

Index.