IDEAS home Printed from https://ideas.repec.org/h/wsi/wschap/9781944660574_0004.html
   My bibliography  Save this book chapter

Just How Good Are You at +Influence?

In: POSITIVE INFLUENCE THE FIRST AND LAST MILE OF LEADERSHIP

Author

Listed:
  • TSUN-YAN HSIEH
  • HUIJIN KONG

Abstract

Young professionals and senior executives alike approach high-stakes situations much like day-to-day influence attempts: they wing it. They may get the content ready, typically in a presentation, an outline, or even a script for the opening. They have some gut feel for the audience or the counterparty — their likes and dislikes and, therefore, what to lead with and what to avoid (e.g., “He hates PowerPoint!”). Especially for top executives, past success may reinforce the belief that they “have a sixth sense that’s on the money and works most of the time,” not realizing that their success might not be replicable as circumstances change…

Suggested Citation

  • Tsun-Yan Hsieh & Huijin Kong, 2023. "Just How Good Are You at +Influence?," World Scientific Book Chapters, in: POSITIVE INFLUENCE THE FIRST AND LAST MILE OF LEADERSHIP, chapter 4, pages 40-50, World Scientific Publishing Co. Pte. Ltd..
    • Handle: RePEc:wsi:wschap:9781944660574_0004
    as

    Download full text from publisher

    File URL: https://www.worldscientific.com/doi/pdf/10.1142/9781944660574_0004
    Download Restriction: Ebook Access is available upon purchase.
    File URL: https://www.worldscientific.com/doi/abs/10.1142/9781944660574_0004
    Download Restriction: Ebook Access is available upon purchase.
    ---><---

    As the access to this document is restricted, you may want to search for a different version of it.

    More about this item

    Keywords

    Influence; Outcomes; Context-Pressures-Judgments; Task-Relationship; Think-Feel-Do; Insight & Inquiry; Seeing and Sensing; Moments; Leadership; Persuasion; Inspire; Conative; Pressure Point; Inner Being; Mental Model; Habit of Mind;
    All these keywords.

    JEL classification:

    • M1 - Business Administration and Business Economics; Marketing; Accounting; Personnel Economics - - Business Administration
    • M14 - Business Administration and Business Economics; Marketing; Accounting; Personnel Economics - - Business Administration - - - Corporate Culture; Diversity; Social Responsibility
    • L21 - Industrial Organization - - Firm Objectives, Organization, and Behavior - - - Business Objectives of the Firm
    • L22 - Industrial Organization - - Firm Objectives, Organization, and Behavior - - - Firm Organization and Market Structure
    • D23 - Microeconomics - - Production and Organizations - - - Organizational Behavior; Transaction Costs; Property Rights

    Statistics

    Access and download statistics

    Corrections

    All material on this site has been provided by the respective publishers and authors. You can help correct errors and omissions. When requesting a correction, please mention this item's handle: RePEc:wsi:wschap:9781944660574_0004. See general information about how to correct material in RePEc.

    If you have authored this item and are not yet registered with RePEc, we encourage you to do it here. This allows to link your profile to this item. It also allows you to accept potential citations to this item that we are uncertain about.

    We have no bibliographic references for this item. You can help adding them by using this form .

    If you know of missing items citing this one, you can help us creating those links by adding the relevant references in the same way as above, for each refering item. If you are a registered author of this item, you may also want to check the "citations" tab in your RePEc Author Service profile, as there may be some citations waiting for confirmation.

    For technical questions regarding this item, or to correct its authors, title, abstract, bibliographic or download information, contact: Tai Tone Lim (email available below). General contact details of provider: http://www.worldscientific.com/page/worldscibooks .

    Please note that corrections may take a couple of weeks to filter through the various RePEc services.

    IDEAS is a RePEc service. RePEc uses bibliographic data supplied by the respective publishers.