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Human Influence: Increasing Effectiveness in Business Relationships

Charles Dwyer

Ultimately, the success of any organizational activity is influencing people (employees, suppliers, customers, etc.) to do what we want them to do. This session focuses on the generic principles of all human influence. It urges participants to think in terms of individual instances of influence and teaches them to frame what they want from others in terms of clear, concrete, unambiguous patterns of behavior, or measurable performance, rather than in terms of attitudes, dispositions and personality characteristics. The session features examples of the kinds of behaviors that are likely to be more effective in managing others. Finally, the session describes a model of human information processing (based on the centrality of perception) that the participants can use to build a personal repertoire of more effective behaviors.

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