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 is a seasoned business and technology leader with extensive information security experience. He builds innovative endpoint defense solutions as VP of Products at Minerva. He also trains incident response and digital forensics professionals at SANS Institute. Lenny frequently speaks at industry events, writes articles and has co-authored books. He has earned the prestigious GIAC Security Expert designation, has an MBA from MIT Sloan and a Computer Science degree from the University of Pennsylvania.

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