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Appendix A: Power Sources, Influence Techniques, and Influence Skills

(EN: This appendix is a hodgepodge of topics - but seems to provide some interesting material that didn't fit well into the content of the chapters.)

Power

The term "power" is used in a general sense to describe the ability of a person to get other to do their bidding. A person who is considered powerful may have strong influence over a few people or weak influence over many people. In general, power is regarded as a good thing, it is only the way in which it is used (or abused) that makes power good or evil.

The main value of power is expediency: it takes time to influence others, and it is presumed that a person without power can take shortcuts because others are already inclined to yield to them. Power is also like money, in that the more power you already have, the easier it is to generate more - just having the reputation of being a powerful person causes others to be more inclined to cede.

(EN: This is still a bit unclear. My preferred definition of power is "the belief of others that you can create consequences for them" - because it is their desire to have you wield your power in their benefit that motivates them to interact with you: to trade their service to you for a service you can do for them.)

Personal Sources of Power

Social/Organizational Sources of Power

Summary of Influence Tactics

The author pulls together the ten influence techniques he has discussed into a single list for quick reference.

Rational Tactics

Social Tactics

Emotional Tactics

The Dark Side

In addition to the ten tactics he advocates, there are also four tactics that he discourages. They can be effective in the short-term, but invariably damage or destroy relationships and reputations in the long term. They are mentioned because they are methods of influence, but are not to be used: beware of using them, and be aware of others that use them.

Skills that Improve Influence

The author provides a categorize list of skills that improve a person's ability to influence others.

Communication Skills

Assertiveness Skills

Interpersonal Skills

Interaction Skills