Influencing with Integrity - Revised Edition: Management Skills for Communication and Negotiation

by Genie Z. Laborde

This classic book on the psychology of communication has sold over 150,000 copies. Dr Laborde uses techniques derived primarily from NLP to create a set of state-of-the-art skills which the reader can use to improve any interaction. It is extremely popular with management trainers and business and sales people for its methodological and straightforward approach to this complex subject. It is well illustrated with numerous line drawings and cartoons. Dr Laborde here proves herself " one of the most skilful, energetic and articulate presenters of the models developed through the NLP process." John Grinder.

Genres: Leadership, Business, Nonfiction, Psychology, Management

237 pages, Paperback

First published December 1, 1983

Reviews

[Margot Note]

"Without rapport, you will not get what you want--not money, not promotions, not friends. You may not even be able to get a letter typed correctly, unless you do it yourself. Rapport is like money; it increases in importance when you do not have it, and when you do have it, a lot of opportunities appear" (27).

"You could think of selling as a negotiation, but easier. The client or potential customer is usually neutral rather than opposed. You do not have to move him or her 180 degrees, only 90 degrees. This can usually be done by simply providing information" (142).

[Agatha Glowacki]

Was recommended this book and finally got around to reading it. It was intense. Way too much information and detail. And felt like a little too manipulative. Not my cup of tea. Plus, I am no longer in management (yay!)

[Grant White]

Must-read for anyone in business leadership.

[Adam]

I did not touch this book yet, referenced from "A Framework for Understanding Poverty" page 97:

"Think of the human face as a clock. It is as you look at the face. To begin, the face has three zones.When a person's gaze is directed in the top zone, the individual is processing visual information. When eyes are in the middle zone, the individual is processing auditory information (with one exception). When eyes are in the bottom zone, the individual is either talking to himself/ herself or processing feelings."

This is only the information stage, more needs to be analyzed to aggregate:

VISUAL
AUDITORY
FEELING/KINESTHETIC
VISUAL CONSTRUCT

*************See*************
http://www.scribd.com/doc/120651436/A...

[Stephanie]

Pretty dry, reads like a text book. The concepts didn't easily stick with me...A book that has almost identical content, but highly readable is How To Make People Like You in 90 Seconds or Less by Nicholas Boothman.

[Avi Love]

Best NLP book I've seen.

[SVEN]

Easy to read - Easy to Grasp - Hard to do, twenty years of trying helps

[Meta]

An easy to read book about the basics of NLP.
The visuals were helpful.