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Elements of Influence: The Art of Getting Others to Follow Your Lead Hardcover – Jul 15 2011


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Product Details

  • Hardcover: 287 pages
  • Publisher: AMACOM (July 15 2011)
  • Language: English
  • ISBN-10: 0814417329
  • ISBN-13: 978-0814417324
  • Product Dimensions: 3.2 x 16.5 x 23.5 cm
  • Shipping Weight: 590 g
  • Average Customer Review: 5.0 out of 5 stars  See all reviews (1 customer review)
  • Amazon Bestsellers Rank: #385,087 in Books (See Top 100 in Books)
  • See Complete Table of Contents

Product Description

Review

"Dr. Bacon offers a great deal of well thought out, valuable information....."Elements of Influence" is a good book filled with excellent ideas and worthwhile techniques." - "Inland Empire Business Journal"

About the Author

TERRY R. BACON (Durango, CO) is the founder of Lore International Institute, a widely respected executive-development firm recently acquired by Korn/Ferry International. He is now the scholar in residence in that firm and is the author of many books including Powerful Proposals (978-0-8144-7232-3), What People Want, and The Elements of Power (978-0-8144-1511-5).

"

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By Robert Morris HALL OF FAMETOP 10 REVIEWER on July 25 2011
Format: Hardcover
The title of my review is taken from the Preface of Terry Bacon's latest book, Elements of Influence. It reminds me of my favorite passage in Lao-Tzu's Tao Te Ching:

"Learn from the people
Plan with the people
Begin with what they have
Build on what they know
Of the best leaders
When the task is accomplished
The people will remark
We have done it ourselves."

First and foremost, leaders must be authentic. Otherwise, they will be unable to attract followers because they lack credibility...the foundation of trust and respect. I agree with Bacon that authentic leaders " do not seek to compel; they seek to inspire. They do not impose their will on others; rather, they live according to core beliefs and principles that attract others; they initiate change because they envision a better way, and others follow that path because they believe it is a better way." These comments describe the power of influence.

Bacon identifies and discusses an additional ten "laws" of influence (Pages 20-32). Here are the first three:

1. Attempts to influence may fail for many legitimate reasons because it is "nonsense" to think that it is possible to influence anyone to do anything;

2. Influence is contextual: it most accommodate latitude (e.g. options), interests (i.e. of those to be influenced), and disposition (i.e. how receptive those to be influenced are); and

3. Influence is often a process rather than an event just as earning and sustain respect and trust are also involve a process and must be earned. Moreover, influence, respect, and trust can also be lost in an instant.
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Most Helpful Customer Reviews on Amazon.com (beta)

Amazon.com: 5 reviews
4 of 4 people found the following review helpful
Solving everyday influence challenges July 28 2011
By John Gibbs - Published on Amazon.com
Format: Kindle Edition Verified Purchase
How can you best persuade potential donors to contribute money to a cause, convince the boss to give you a raise, compel people to vote for the candidate you favour, or get a teenager to keep her room clean? Terry Bacon aims to answer these kinds of everyday influence challenges in this book. Influence is part of nearly every communication and occurs in virtually every human interaction.

The author describes ten ethical influence techniques:

* Logical persuading - the most frequently used technique, but not always effective because nothing human beings do is entirely rational.
* Legitimizing - essentially involving appealing to authority, a technique which works only in situations where people respect authority.
* Exchanging - offering others something in exchange for what you want, a useful technique for those who do not have any other form of power.
* Stating - asserting your views or positions, the simplest way of trying to influence someone else.
* Socializing - building rapport and trust through interpersonal interactions, one of the most effective influencing techniques.
* Appealing to relationship - family and close friends are most likely to help when you need immediate assistance.
* Consulting - asking questions which might provoke insight and prompt change.
* Alliance building - providing social proof by demonstrating that others are in favour of a proposition or action.
* Appealing to values - an appeal to the heart rather than the head, inspiring people to action.
* Modelling - acting as a role model or teaching or coaching people, a technique used by people who are skilled at influencing others.

While I found the author's descriptions of the ethical influence techniques and those from the dark side (Avoiding, Manipulating, Intimidation and Threatening) useful, the process of reading the book was not as fluent as I would have liked. Most of the anecdotes which the author used were quite interesting, but some were rather abrupt and less relevant than others. The author indicates that most of his assertions are based on a survey which has been taken by more than 300,000 people from many different countries, but the assertion that "logical persuading" is the most common influence technique in every country in the world other than New Zealand where "socializing" is more important seems peculiar, and the material provided in the book and on the author's website are not sufficient to assess the validity of the results.
2 of 2 people found the following review helpful
Want more success in life and business? July 27 2011
By John Chancellor - Published on Amazon.com
Format: Hardcover
If you are looking for more success in life and business, you will need to increase the influence you have with others. Terry Bacon, the author of Elements of Influence has written an extremely well researched book on the "art of getting others to follow your lead."

I think we all dream or fantasize about having greater influence, of getting people to do was we wish. This book is as extremely interesting and very detailed study of the various means of influencing - those we use and that are used on us. While the book is very well researched, it is not stuffy. The material is interesting and easy to read. The finding are extremely insightful.

Mr. Bacon has done extensive research on the subjects of power and influence. This book is a companion book to Elements of Power.

The book starts out discussing the fundamentals of influence - how we influence others and how we are influenced. In the fundamentals he gives the ten laws of influence. These laws are the basis for applying the elements of influence.

Mr. Bacon says there are ethical techniques which he describes in part II of the book. He goes into great detail explaining the various elements of ethical influence, how we use them, when to use them, and how the various elements are more or less effective depending on the culture you are operating in. At the end of each chapter is a recap of the key concepts and a challenge for readers. Also with each element he discusses he gives specific examples of when and how to use that element and when it should not be used or will not be effective.

Part III of the book discusses the dark side of influence. This section is extremely interesting to read because he goes into great detail discussing people who have engaged in unethical influencing techniques and how eventually those techniques were extremely costly to the users.

In Appendix A, Mr. Bacon draws some information from this book, Elements of Power and gives the definitions of power sources and a recap of the influence techniques and influence skills.

So while the book is an interesting read, the information contained in Appendix A gives a great summary for future reference.

If you are the least bit interested in how to expand your influence, how to be more successful in business and life, this is a great read and should be kept handy as a reference manual.
"Despots coerce; managers control; leaders influence." July 25 2011
By Robert Morris - Published on Amazon.com
Format: Hardcover
The title of my review is taken from the Preface of Terry Bacon's latest book, Elements of Influence. It reminds me of my favorite passage in Lao-Tzu's Tao Te Ching:

"Learn from the people
Plan with the people
Begin with what they have
Build on what they know
Of the best leaders
When the task is accomplished
The people will remark
We have done it ourselves."

First and foremost, leaders must be authentic. Otherwise, they will be unable to attract followers because they lack credibility...the foundation of trust and respect. I agree with Bacon that authentic leaders " do not seek to compel; they seek to inspire. They do not impose their will on others; rather, they live according to core beliefs and principles that attract others; they initiate change because they envision a better way, and others follow that path because they believe it is a better way." These comments describe the power of influence.

Bacon identifies and discusses an additional ten "laws" of influence (Pages 20-32). Here are the first three:

1. Attempts to influence may fail for many legitimate reasons because it is "nonsense" to think that it is possible to influence anyone to do anything;

2. Influence is contextual: it most accommodate latitude (e.g. options), interests (i.e. of those to be influenced), and disposition (i.e. how receptive those to be influenced are); and

3. Influence is often a process rather than an event just as earning and sustain respect and trust are also involve a process and must be earned. Moreover, influence, respect, and trust can also be lost in an instant.

Readers will appreciate Bacon's research-driven approach (64,000 subjects and more than 300,000 respondents), one that focuses primarily on providing information, insights, and advice that explain the "how" and "why" of influence. In most chapters, reader-friendly devices are provided, notably "Key Concepts," "Insights on...," "Challenges for Leaders," and italicized insertions (as on pages 3, 25, 72, 139). These will facilitate, indeed expedite frequent review later of key concepts and techniques. Bacon also includes insightful discussions of bullies and bullying, intimidation, fraud (e.g. Bernard Madoff), threat defense, and manipulation as well as clusters of recommendations within these formats: "If you use W," "When to use X," "How to use Y efficiently," and "Defending yourself against Z." I also recommend checking out the self-assessment material on pages 177-185. In my opinion, Appendix A (all by itself), is worth far more than the cost of the book. In it, Bacon shares what he has learned about definitions of power sources, influence techniques, and influence skills.

To repeat, Terry Bacon's first objective is to help each reader to become and then remain worthy of others' respect and trust. Only authentic people possess authentic power and only they can exert authentic influence. There really is both an art and a science to "getting others to follow" but everything begins with character.
Elements of Influence: The Art of Getting Others to Follow Your Lead July 17 2011
By Kennedy - Published on Amazon.com
Format: Hardcover
By Terry R. Bacon (AMACOM, 2012)

This book delves into the strategies and techniques engrained in how people influence others, and how influence effects people. With twelve in depth chapters, this book contains a myriad of valuable knowledge and insightful information in regards to the power of influence.

This book is comprised of three main parts: Getting Others to Follow Your Lead (Part I), Ethical Influences Techniques (Part II), and The Dark Side of Influence (Part III). In addition to the large amount of research included in this book, there are Key Concept and Challenges for Readers boxes scattered throughout the text.

"Influence is the art of getting others to take your lead-to believe something you want them to believe, think in a way you want them to think, or do something you want them to do," (Bacon, p. 3, 2012).

There are two appendices in the back of the book: Appendix A is comprised of Definitions of Power Sources, Influence Techniques, and Influence Skills, and Appendix B entails Global Influence Research. Bound in a durable hardback with dust cover, this book is likely one you will want to keep in your personal library and it would also make a great gift.

Disclosure of Material Connection: I received this book free from the publisher through the AMACOM book review program. I was not required to write a positive review. The opinions I have expressed are my own. I am disclosing this in accordance with the Federal Trade Commission's 16 CFR, Part 255vf: "Guides Concerning the Use of Endorsements and Testimonials in Advertising."
0 of 1 people found the following review helpful
Great checklists for each chapter Feb. 9 2012
By Ned R. - Published on Amazon.com
Format: Hardcover
Love this book because it is a well researched book, and it has goodies like, cooking-book-style checklist for applying each influencing technique.


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