Mastering Effective Influencing Skills for Win-Win Outcomes

Sarah Cook is the managing director of The Stairway Consultancy Ltd. She has more than 20 years’ consulting experience, specialising in leadership and management development. Before this, Sarah worked for Unilever and as head of customer care for a retail marketing consultancy.She has practical experience helping managers and team members develop their influencing skills at work. She works as an executive coach to help people effectively create a positive impact.Sarah is a business author and has written widely on leadership, career and management development, team building, and coaching. She is a Chartered Fellow of the Chartered Institute of Personnel Development and a Chartered Marketer. She has an MA from the University of Cambridge and an MBA from The Open University. Sarah is an accredited user of a wide range of psychometric and team diagnostic tools.

• Chapter 1: Why influencing mattersChapter 2: Recognising your personal style of influenceChapter 3: The push and pull model of influencingChapter 4: Developing self-confidenceChapter 5: Identifying sources of powerChapter 6: Influencing strategiesChapter 7: Dealing with reactions when you present your ideasChapter 8: Negotiation skillsChapter 9: Dealing with difficult situationsChapter 10: Summary and action planningFurther reading