01378cam a2200289 i 4500 119896 20230410115623.0 150616s1999 enka b 001 0 eng d 0749430842 eng HF 5548.8 H163i 1999 Hale, Richard Impact and influence : tools and techniques for creating a lasting impression Richard Hale and Peter Whitlam London: Kogan Page, 1999 xiv, 191 p. : ll ; 24 cm. Includes bibliographical references and index. Understanding influence -- Preparation : information gathering -- Preparation : mental readiness -- Pleasantries and preface -- Position and problems -- Possibilities, preferences and positive action -- Non-verbal communication -- Dealing with put-offs -- Into action. Impact and Influence shows how, through effective planning and preparation, it is possible to improve the impact you make on others, and your influencing abilities. It links influencing skills research with practical experience and there are case studies from real organizations. Psychology, Industrial Influence (Psychology) . Psicología industrial. Persuasión. 20150600 Whitlam, Peter lcc bk dpf 44816 44816 0 0 lcc 0 0 CS BJB BJB CS 2023-04-10 4 0 HF 5548.8 H163i 1999 00000112643 2018-10-24 00:00:00 1 2018-10-24 bk