Bacon Terry R. - Elements Of Influence. The Art Of Getting Others To Follow Your Lead.pdf

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ElEmEnts
of
influe n c e
American Management Association • www.amanet.org
Also by Terry r. bAcon
Selling to Major Accounts:
Tools, Techniques, and Practical Solutions for the Sales Manager
(1999)
Winning Behavior:
What the Smartest, Most Successful Companies Do Differently
(2003, with David G. Pugh)
The Behavioral Advantage:
What the Smartest, Most Successful Companies Do Differently to Win
in the B2B Arena
(2004, with David G. Pugh)
Powerful Proposals:
How to Give Your Business the Winning Edge
(2005, with David G. Pugh)
The Elements of Power:
Lessons on Leadership and Influence
(2011)
Readers can find more information on these books, as well as
Elements
of Influence
and other current topics in talent management and
human performance, at www.terryrbacon.com. Additional informa-
tion on the research behind
Elements of Influence,
including power-
and-influence profiles of forty-five countries, is also available at www
.theelementsofpower.com.
American Management Association • www.amanet.org
ElEmEnts
of
in flu e n c e
the Art of Getting Others to
Follow Your lead
Terry r . bAcon
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Library of congress cataloging-in-Publication Data
Bacon, terry R.
elements of influence : the art of getting others to follow your
lead / terry R. Bacon.
p. cm.
includes index.
isBn-13: 978-0-8144-1732-4 (hbk.)
isBn-10: 0-8144-1732-9 (hbk.)
1. influence (Psychology) 2. Leadership. i. title.
BF774.B23 2012
658.4’092—dc22
2011003902
© 2012 terry R. Bacon
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American Management Association • www.amanet.org

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