Some of Michael Shea’s Rules of Influence
• What the system. Don’t let it work you
• Choose the right level. Never put an important case to the Vice-Chairman of anything. In-between people are in between.
• Use territorial imperative: act on your own ground.
• It is seldom profitable to broadcast what you are doing in the influence game.
• Persuade the Target Decision Takers that the decision you want is their idea
• Tell the truth but seldom reveal the whole truth.
• Present a range of options but have one ready that stands out.
• Intelligent perception of options decreases as stress increases.
• Watch sex. It is the key to success and the trapdoor to failure.
• Train yourself to appear genuine and sincere.