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In “Exercising Influence,” B. Kim Barnes describes the eight behaviors to ensure you are influential. The eight behaviors are divided into two groups: Expressive Behaviors & Receptive Behaviors.
Leaders need to find a balance between both expressive (telling what I think) and receptive (hearing what you think) behaviors in order to have maximum influence. Instead of using the same approach all of the time, leaders should try 2-3 behaviors from each group in each communication. Flexibility is the key to influence.
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