Presenting to Win

Atkinson, Philip
September 2011
Management Services;Autumn2011, Vol. 55 Issue 3, p36
Academic Journal
The article offers suggestions for management professionals to develop an expertise on interpersonal behaviour coupled with their technical skills to be able to present their case to their clients successfully. It details a four-step process to identifying the communication style of the client in order to influence them about the proposed change. It notes that the key to becoming a better agent of change is the flexibility to follow different styles. It describes the pen portraits of the four types of personality which includes the Regulator, the Visionary, the Facilitator and the Analyst. It stresses the importance of giving equal thought to the planned change and the method for delivering it to win the support of a client group.


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