Description: The Power Of Decision Making by David C. Miller from The Stepping Stone Newsletter, January 2004, Issue No. 13.

Description: Principle #4: People make buying decisions based on emotion and justify these decisions with logic. To be influential, we need to take into account both logic and emotion. Of the two, emotion is a much more powerful motivating force. Unfortunately, too many people ignore the emotional component and focus solely on logic - neglecting what compels people to buy.

Description: To persuade successfully and non-manipulatively, it's important to understand five key principles of influence. Principle #5: A person will more likely be influenced if you help them get to the heart of the matter.

Description: No matter what you do, you are in sales in some way. The word, "sales" or "selling" brings up negative connotations for many people. It may be helpful to think of it as "influence". Whether you're a sales professional, coach, consultant or executive - there are key stakeholders in your world you need to influence. To persuade successfully and non-manipulatively, it's important to understand five key principles of influence. Principle #3 is covered here.

Description: To persuade successfully and non-manipulatively, it’s important to understand five key principles of influence. In this four-part series, I’ll be covering these five principles that are based on human psychology and behavior. Let’s look at the first two now.

Description: This article discusses how to manage another person's level of productive tension. This is one of the most critical skills of being an influential leader. This guidance is based on the Changeworks and MasterStream systems developed by T. Falcon Napier.

Description: This article will be looking at key leadership principles which help in understanding how someone responds at different levels of tension. The article identifies the five levels of tension and the accompanying physical, tonal and verbal cues. These principles are from the ChangeWorks and MasterStream systems developed by T. Falcon Napier.

Description: The author gives advice on how to sell your point of view using two basic concepts: having conviction about the value you are providing and remianing completely detached from the results.

Description: The Editor's Column from The Stepping Stone, October 2005, Issue No. 20.

Description: Full version of The Stepping Stone Newsletter, April 2006, Issue No. 22.