Companion book available in the MAIN collection. Compact discs. Teaching Company: 5972 (course number). Additional nos. on discs (PC5972A), disc container (IC5972A-01), and course guidebook (PB5972A).

A model for successful influence -- Characteristics of influential agents -- The dark side of influence -- Characteristics of suggestible targts -- Influence tactics-- hard and soft -- How to make the most of soft tactics -- How context shapes influence -- Practicing impression management -- Selling and being sold --Delivering effective speeches -- Developing negotiation shills -- Becoming a transformational leader.