Human Resources

Definition of the influencing and negotiating competency

The influencing and negotiating competency involves initiating proactive interaction between parties to achieve mutually satisfying solutions to complex issues and problems.

This competency involves deploying effective tactics, positioning and personal communication and engagement skills to impact results positively while demonstrating recognition of, and respect for, all parties’ interests.

Books and manuals

Click on a title to get the book details, including description, from the Library's catalog system.

• Perfect Phrases for Dealing with Difficult People by Susan Benjamin
• No: the Only Negotiation System You Need for Work and Home by Jim Camp
• The Instant Manager by Cyril Charney
• Secrets of Power Negotiation by Roger Dawson
• Negotiation for Dummies by Michael C. Donaldson
• See Jane Lead by Lois P. Frankel
• The Science of Influence by Kevin Hogan
• Influencing People by Roy Johnson
• Her Place at the Table by Deborah M. Kolb
• Social Marketing by Philip Kotler
• Succeed at Negotiating by Ken Langdon
• Gain the Edge! by Martin E. Latz
• Successful Negotiation by Ken Lawson
• Negotiation Genius by Deepak Malhotra
• The Handbook of Dispute Resolution by edited by Michael L. Moffit and Robert C. Bordone
• Lessons on Leadership by Jack Stahl
• The Only Negotiation Guide You'll Ever Need by Peter Stark

Electronic journal and newspaper articles

All electronic journals and newspaper articles can be searched via the County Library's online database.

• Cote, B. (2004). Influence all groups effectively. Los Angeles Business Journal, 26, 26: 55.
• Davis, S. (2006). Influencing transformative learning for leaders: Superintendents are uniquely positioned to cultivate workplace conditions that stimulate on-the-job learning. School Administrator, 63, 8: 10.
• D'O'Brian, J. (1993). Positive peer pressure boosts productivity, morale. Supervisory Management, 38, n3: 1.
• Fells, R. (1998). A critical examination of the process of workplace negotiation. Labour & Industry, 9, n1: 37.
• Harvey, M., Heames, J., Richey, R., and Leonard, N. (2006). Bullying: From the playground to the boardroom. Journal of Leadership & Organizational Studies, 12, 4: 1.
• Hull, R. (2003). The art of interpersonal persuasion. A S H A Leader, 8, 18: 12.
• Lease, A. (2007). Persuasion: A key skill for today's leaders. Academic Exchange Quarterly, 11, 2: 184.