The Art of Influencing and Persuasion

Research Paper (postgraduate) from the year 2013 in the subject Business economics - Business Management Corporate Governance Universidad de Oriente in Santiago de Cuba language: English abstract: The ability to influence and persuade others at work has become an increasingly important managerial skill to achieve work goals and objectives to drive businesses forward in today's demanding and competitive work environments.This paper investigates and provides a deeper understanding of what positive effects knowledge and application of the concepts of influencing amd persuasion can have on managers the people they manage and the organisations they work for. The results show that the performance of managers is positively influenced by how they influence and persuade people at work. The outcome of a literature review suggests that there is no conclusive evidence of what makes an effective manager at work that is good at influencing and persuading others. Outputs from face to face and a focus group meeting with final year social psychology students from the Universidad de Oriene in Santiago de Cuba closed this gap by suggesting an effective influencing and persuasion skills set that when applied appropriately could guide managers how to influence and persuade others successfully.The outcome of this research is applicable and relevant to managers in any working environment such as Telecommuncations Utilities Banking or Automotive. The proposed skills set of what makes an effective influencing and persuading manager at work can be applied globally although the prevailing cultural diversities in different countries should be considered. Keywords: Influencing persuading attitudes work performance managing peopleAuthors:12Eddie Fisher and Yorkys Santana Gonzalez11Faculty of Social Sciences Universidad de Oriente Santiago de Cuba Cuba2Univerzita Palackeho Olomouc Czech RepublicCorrespondence: Prof Eddie Fisher 8 Kendal Swindon Wiltshire SN5 8HW