Inuencing and
Communication
Chapter 12
•A fundamental understanding of in“uencing
•Insights about emoonal intelligence
•An understanding of how communicaon
works
CHAPTER LEARNING OBJECTIVES
•Hints for communicang in organizaons
•Useful ideas for encouraging organizaonal
communicaon
CHAPTER LEARNING OBJECTIVES
•Process of guiding acvies of organizaon
members in appropriate direcons
•Focusing on organizaon members as people
•Ability to in.uence others is a primary
determinant of a successful manager
FUNDAMENTALS OF INFLUENCING
In.uencing Subsystem