TY  - BOOK
AU  - Hale,Richard
AU  - Whitlam,Peter
TI  - Impact and influence: tools and techniques for creating a lasting impression
SN  - 0749430842
AV  - HF 5548.8 H163i 1999
PY  - 1999///
CY  - London
PB  - Kogan Page
KW  - Psychology, Industrial
KW  - Influence (Psychology)
KW  - Psicología industrial
KW  - Persuasión
KW  - 20150600
N1  - 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
N2  - 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
ER  -