Como Influenciar De Forma Positiva En Las Personas

How to Influence People

Make a Difference in Your World

John C. Maxwell and Jim Dornan

Nelson Publishers © 2013

208 pages

Focus Take-Aways

Leadership & Management

Strategy

Sales & Marketing

Finance

Human Resources

IT, Production & Logistics

Career & Self-Development

Small Business

Economics & Politics

Industries

Global Business

Concepts & Trends

• Influential people have and are known to have integrity.

• They form close connections with the people around them.

• They respect and nurture others.

• They demonstrate faith and trust.

• They are good listeners.

• They work hard to understand what motivates other people.

• They mentor others to help them reach their complete potential.

• They empower the individuals in their lives.

• They help people successfully navigate through life to attain their goals.

• They develop their team members into leaders, who, in turn, can develop others.

Rating (10 is best)

Overall Applicability Innovation Style

7 8 5 8

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What You Will Learn

In this summary, you will learn:r1) How to use four levels of influence and 2) What

primary characteristics leaders need to have in order to influence others.

Recommendation

John C. Maxwell has sold more than 19 million books. Jim Dornan has mentored hundreds

of thousands of people. This leadership tome, co-authored by Maxwell and Dornan,

reflects their larger-than-life perspective. As one reviewer said, it functions as a “coach’s

playbook, a pastor’s guide and a parent’s lifeline.” Any Maxwell book is a trove of

inspiring anecdotes, and he and Dornan pepper this easy-to-read, sincere volume with

memorable, uplifting stories. getAbstract recommends their warm, old-fashioned advice.

While neither new nor controversial in any way, it offers pleasant reading that will inspire

you as it teaches you how to exert a positive influence.

Summary

“Helping people

enlarge themselves

and develop their

potential makes it

possible for them to

go to a whole new

level of living.”

“Once people learn

to become effective

problem solvers and

can navigate for

themselves, their

lives begin to change

dramatically.”

All People Are Influential

Everyone influences someone else. Success depends on influence. Parents must influence

their children; salespeople must influence their customers; and managers must influence

their employees. Personal influence works at four ascending levels:

• “Modeling” – People base how they act on the behavior they see in others, just as

children copy their parents. The closer you are to people, the more influence you

develop with them.

• “Motivating” – You influence others when you connect with them emotionally and

encourage them. The more positive your relationship is with someone, and the better

he or she feels about it, the more influence you can have.

• “Mentoring” – At this level, you actively guide people and help them lead better lives.

• “Multiplying” – You are such a positive influence that the people you influence go on

to influence other people beneficially. This is the pinnacle of successful influencing.

“A Person of Influence...Has Integrity with People”

You cannot influence others if they don’t trust you. Earning trust takes integrity. Character

is internal and manifests in your actions. Integrity is not the same as reputation, which

relies on other people’s opinions. Strive to become a person of strong character. Make

“truth, reliability, honesty and confidentiality” the building blocks of your life. Treat

others as you want to be treated. Establish a moral line in your life that you never cross.

As Josh Weston, chairman and CEO of Automatic Data Processing, says, “I’ve always

tried to live with the following simple rule: Don’t do what you wouldn’t feel comfortable

reading about in the newspapers the next day.”

“...Nurtures Other People”

People’s emotional needs are as important as their physical needs. Just as human begins

need food and water, they also need “encouragement, recognition, security and hope.”

Nurturing others begins with respect and love and progresses into supporting their

emotional needs, caring about them, helping them and wishing them well.

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How to Influence People getAbstract © 2014 3 of 5

“If you desire to

become an influence

in others’ lives, start

by nurturing them.”

“As you empower

others, you will find

that most aspects of

your life will change

for the better.”

“Faith in people is

an essential quality

of an influencer

when working with

others, yet it’s a

scarce commodity

today.”

“Any time you

influence people

who either do not

or cannot exercise

influence with

others, you limit

your influence.”

When you fail to acknowledge people’s individuality, they feel diminished. Lack of

recognition is the main reason employees feel dissatisfied at work. Encouragement – or as

blogger George M. Adams describes it, “oxygen for the soul” – is equally vital. People find

it difficult to be productive without encouragement. To bolster your staffers, be “otherminded”

– try to see life as other people see it and “put yourself in their place.”

“...Has Faith in People”

Niagara Falls is one of the world’s great natural wonders: More than 3,100 feet wide

and 180 feet high, the three falls drop a torrent of “more than 12 million cubic feet

of water” every minute over a magnificent ledge. During the 19th century, daredevil

Charles Blondin walked on a tightrope over the Falls many times, including once on stilts,

once while blindfolded and once with a man on his shoulders. The French acrobat was

an amazing showman. Equally amazing is the degree of trust the person on Blondin’s

shoulders had in him.

Gaining influence over others begins with trusting them. Sadly, today, many individuals

don’t have other people who believe in them. Due to negative parenting, some children

start out with two strikes against them. For example, according to evangelist Bill Glass,

more than “90% of prison inmates were told by parents while growing up, ‘They’re going

to put you in jail’.” Instead, build up the people around you. Demonstrate that you believe

in them.

“...Listens to People”

When you listen to others, you demonstrate respect for them and you can influence them

to be on your team and on your side. As Dale Carnegie said, “You can make more friends

in two weeks by becoming a good listener than you can in two years trying to get other

people interested in you.”

People who do all the talking without listening are too self-focused to build strong

relationships. They make the common mistake of thinking that by talking more and

listening less they will impress others as “smart, witty or entertaining.” As a result, they

find it difficult to develop significant influence. Such busy talkers have things backward.

They should “be impressed and interested, not impressive and interesting.” Great listeners

give their undivided attention and never interrupt. Robert L. Montgomery, author of

Listening Made Easy, explains, “It’s just as rude to step on people’s ideas as it is to step on

their toes.” Smart listeners keep their emotions in check. They say, “That’s interesting”

or “That’s obviously very important to you” to encourage the other person. They ask

questions respectfully to be sure they understand the speaker’s ideas.

Smart companies like 3M listen to their staff and customers. Making a policy of listening

...