TOOLS FOR LEADING
AND INFLUENCING OTHERS
Influence is at the heart of modern management practice. As
one participant remarked in a leadership workshop, “The polit-
ical leaders we remember as most successful are those who were
great influencers and persuaders. Those we remember with
mixed feelings (or worse) are those who had to resort to power
and authority.”
The tools in this chapter range from matching a leadership
style with the situation, through delegation, to selling your good
ideas, to the many facets of power.263