Influence: Gaining Commitment, Getting Results (Second Edition)

AN IDEAS INTO ACTION GUIDEBOOK

Influence

Gaining Commitment, Getting Results

Second Edition

IDEAS INTO ACTION GUIDEBOOKS

Aimed at managers and executives who are concerned with their own and others’ development, each guidebook in this series gives specific advice on how to complete a developmental task or solve a leadership problem.

Copyright © 2011 Center for Creative Leadership.

All Rights Reserved. No part of this publication may be reproduced, stored in a retrieval system, or transmitted, in any form or by any means, electronic, mechanical, photocopying, recording, or otherwise, without the prior written permission of the publisher. Printed in the United States of America.

CCL No. 448

ISBN 978-1-60491-091-9

CENTER FOR CREATIVE LEADERSHIP

WWW.CCL.ORG

AN IDEAS INTO ACTION GUIDEBOOK

Influence

Gaining Commitment, Getting Results

Second Edition

Harold Scharlatt and Roland Smith

THE IDEAS INTO ACTION GUIDEBOOK SERIES

This series of guidebooks draws on the practical knowledge that the Center for Creative Leadership (CCL®) has generated, since its inception in 1970, through its research and educational activity conducted in partnership with hundreds of thousands of managers and executives. Much of this knowledge is shared—in a way that is distinct from the typical university department, professional association, or consultancy. CCL is not simply a collection of individual experts, although the individual credentials of its staff are impressive; rather it is a community, with its members holding certain principles in common and working