ABSTRACT
Instructing – where you have sufficient power and authority to tell someone what to do. Influencing – where you bring the whole context of the situation to bear on the other person, including
the quality of your past and current working relationship, his or her wants, needs and fears. Persuading – where you use your all your verbal and non-verbal skills to get the other person to agree. Negotiating – where you each have the same bargaining power, and each has to compromise in order
to get something of what you want.
