Most people bowl into influencing with their tried and tested techniques, without thinking about how suitable they may be to the individual about to be influenced and the situation they are in. In the last article, I alluded to making a definite choice about which of nine tactics to use (you may use more than one, and you may decide to alter the order). These were originally defined by Dr. Cecilia Falbe and her colleagues who were studying the relative effectiveness of each in gaining influence. The nine influencing tactics are: Read More