Influence

Books

Barnes, B. K. (2000). Exercising Influence. Berkeley, CA: Barnes and Conti.

Berkley, S. (1999). Speak to Influence. Englewood Cliffs, NJ: Campbell Hall Press.

Cialdini, R. B. (1984). The Psychology of Influence of Persuasion. New York: Quill.

Ferris, G., Davidson, S. & Perrewe, P. (2005). Political Skills At Work: Impact on Work Effectiveness. Mountain View, CA: Davies-Black.

Kipnis, D. (Ed.). (2003). The Use of Power. Armonk, NY: M.E. Sharpe.

Morrison, T., Conaway, W. A., & Borden, G. A. (1994). Kiss, Bow, or Shake Hands: How to do business in 60 countries. Hollbrook, MA: Adams Media.

Tannen, D. (1994). Talking from 9 to 5. New York: William Morrow and Company.

Vengel, A. A. (2000). The Influence Edge: How to persuade others to help you achieve your goals. San Francisco: Berrett-Koehler.

Articles

Baldwin, D. and C. Grayson (2004). "Positive Influence: How Leaders Get Others to See It Their Way." Leadership in Action 24(1): 8-11.

Cohen, A. R. and D. L. Bradford, Eds. (2003). Influence Without Authority: The Use of Alliances, Reciprocity, and Exchange to Accomplish Work. Organizational Influence Processes. Armonk, NY, M.E. Sharpe.

Hill, L. A. (1994). Exercising Influence. Boston, Harvard Business School.

Ralston, D. A., G. R. Vollmer, et al. (2001). "Strategies of Upward Influence: A study of six cultures from Europe, Asia, and America." Journal of Cross-Cultural Psychology 32(6): 728-735.

Web Resources and Organizations

Training and Workshops

Exercising Influence

A one or two day skills-based course designed to help leaders build relationships and gain results through others - particularly when they don't have formal power over others. Developed by Barnes and Conti, Leap Advocates is certified to sell and deliver this program.