Learning How to Influence – Tips for Security Professionals

Information security professionals are often in the position where they need to influence colleagues, vendors, partners and customers. Yet, they don’t always have the formal power to affect the desired changes. To improve the odds that people will do as you ask, you must be good not only in the content of the message, but also in how you present it.

Here are my favorite books that discuss the principles of influence, negotiation and decision-making:

Here are a few of my earlier tips on crafting a convincing message to express yourself properly:

Have tips and recommendations of your own? I’d love to hear from you.

Updated

About the Author

Lenny Zeltser develops products and programs that use security to achieve business results. He is the CISO at Axonius and Faculty Fellow at SANS Institute. Lenny has been leading efforts to establish resilient security practices and solve hard security problems for over two decades. A respected author and practitioner, he has been advancing tradecraft and contributing to the community. His insights build upon real-world experience, a Computer Science degree from the University of Pennsylvania, and an MBA degree from MIT Sloan.

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