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Business & Management guide: Power & Influence

This guide will point you in the direction of good quality business and management information resources.

Dr Robert Cialdini

Cliffe, S. (2013) The uses and abuses of influence.  Harvard Business Review.  91(7/8) pp.76-81.  (Interview with Dr. Robert Cialdini)

Sample articles on Conflict management and negotiation

Aguinis, H., Nesler, M.S., Hosoda, M., & Tedeschi, J.T. (2001) The use of influence tactics in persuasion. The Journal of Social Psychology: 134(4) pp.429-438.

Aguinis, H., Nesler, M.S., Quigley, B.M. and Tedeschi, J.T. (1994) Perceptions of power: A cognitive perspective. Social Behavior and Personality: an international journal, 22(4), pp.377-384.

Andreoli, V., & Worchel, S. (1978) Effects of media, communicator, and message position on attitude change. Public Opinion Quarterly, 42 pp.59-70.

Bazerman, M.H. (1983). Negotiator judgment: A critical look at the rationality assumption. American Behavioral Scientist, 27(2) pp. 211-228.

Charbonneau, D. (2004)Influence tactics and perceptions of transformational leadership, Leadership & Organization Development Journal, 25(7) pp.565 - 576

Malhotra, D. and Bazerman, M.H. (2008) Psychological influence in negotiation: An introduction long overdue. Journal of Management.

Cialdini power of influence


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