Examines the connection between influencing and negotiation. Using data collected from self‐assessment instruments developed by them, the authors argue that it is useful to see negotiation as one type of influencing. The article is in two parts. This first part concentrates on influencing. It...

Examines the connection between influencing and negotiation. Using data collected from self‐assessment instruments developed by them, the authors argue that it is useful to see negotiation as one type of influencing. Effective negotiation can be seen in terms of the use of particular...

Compares the concepts of lies and organisational politics in order to unpick the similarities and differences between the two terms. Similarities involve the advantages of deception and organisational politics, which maintain relationships within the organisation in the short term through the...

This paper examines the connection between influencing, negotiation and conflict‐handling. Using newly gathered data, it develops earlier articles on the relationships between negotiation and influencing by linking them to the associated area of conflict‐handling. The new data confirm the...

Purpose – The purpose of this paper is to model the relationship between influencing behaviour, personality traits, work roles and role orientation. It builds on previous research into team roles, highlighting the relationship between influencing behaviour and team role behaviour....

Purpose – The purpose of this paper is to present findings, and discuss the relevance of those findings, with regard to research undertaken about interpersonal influence in the workplace. Design/methodology/approach – This paper is the second part of a three‐part paper considering...

Purpose – The purpose of this paper is to model the relationship between influencing behaviour, personality traits, work roles and role orientation. It builds on previous research into team roles, highlighting the relationship between influencing behaviour and team role behaviour....

Purpose – This article aims to present some further research findings that explore the relationship between influencing behaviour and team role behaviour. Design/methodology/approach – The research is based upon data collected by the authors during training and development activities that...

Purpose – The paper aims to present and discuss research into the relationship between influencing behaviour and impact, including gender and seniority differences. Design/methodology/approach – The paper builds on previous articles considering influencing behaviour in the workplace. These...

Purpose – The purpose of this two‐part paper is to present and discuss research into gender and seniority differences in 360‐degree assessments of influencing, leadership and team behaviours. Design/methodology/approach – The paper builds on a previous article on influencing behaviour...