How to Gain Influence by Identifying Your Real Audiences

Both influencing others and successful negotiation depend on figuring out who you’re talking to…and that’s not always obvious. In fact, sometimes you’ll be dealing with multiple audiences. Knowing who your audience is critical when you are trying to influence others and have no direct authority over them(there are lots of other things to consider, too, […]
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Two Steps to Gaining Influence by Understanding the Other Person’s Problems

Peter learns an important lesson from (of all people) a sales rep: The first two steps in influencing people you have no authority over. Back when I had a job (I’m an independent consultant now), I was the head of an IT department for a large, multi-national heavy equipment manufacturer. In my last year on the […]
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