The Influencing Pocketbook

by Richard Storey

Influencing skills are at the heart of all successful communication. This book examines influencing styles, how to establish rapport, dealing with different personalities, handling resistance and, crucially, getting a decision.

Paperback

First published December 1, 2002

Reviews

[Kashmira · Rating 2 out of 5]

Communicating your message and handling resistance (objection handling) were the only two sections I found most useful. The rest is best for skimming through. With more and more diversity in workplaces, the section on building rapport felt a bit outdated with sentences like: 'Most people like people who are like themselves.'

[Mati · Rating 3 out of 5]

I hit across the Management Pocketbooks and I found them charmingly KISS (Keep it simple stupid) and I bought several of them. This one is about influencing on another human being in very sneaky manner and it learns reader how to be smooth as oiled snake in the wild wild world of human society. The book is divided in to various sections which have one in common "get what you want end even more". The book teach utter social idiots to be charming and persuading. Good to read, but using those methods could be socially lethal.