The ABC Workbook
The ABC Workbook is the hands-on companion to The Leadership PIN Code. Where the book gives you the framework, the workbook makes it yours.
The Leadership PIN code ABC framework gets better with practise. Each time you plan your approach, behaviour and conversation, receive feedback and adapt, the further towards engaged you’ll go.
Do you ever struggle to connect with those you work with or lead? Are you frustrated by a lack of support or engagement from team members and stakeholders after clearly articulating your ideas? There must be something wrong with them, you tell yourself. You have the experience and knowledge to effectively lead people and drive results, so why are you failing to get the traction you desire?
Living at the intersection of business and psychology, Dr. Nashater Deu Solheim says the problem isn't what you know - it's how you apply it to your daily interactions.
In The Leadership PIN Code, Dr. Solheim delivers a simple, evidence-based framework that will improve your impacts. She provides three keys in her unique ABC method that can help you effectively communicate what you know in any situation, be it a thirty-second conversation or a protracted negotiation. With these keys in hand, you'll better connect with others (even if they're difficult to deal with), resolve conflict easier, and get what you need without compromising the relationship.
Use this workbook to plan and execute your personal PIN Code - the ABC templates are a great tool for digging in and deeper to create your success strategy for creating willing and winning relationships every time. Dig in!
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“When you use this workbook, pro-flect on what are you going to do now. What action will you take to move the needle towards engaged? What are you planning to say to that person you’re about to meet or the room you’re about to walk into?
Check your body language as you close the book and walk toward the door. Think about what you’re actually going to say next.
Take a minute right now: what’s in your PIN code for the encounter you’re about to have? ”
Books
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How tone hijacks your thoughts, decisions, and the world you create.
The most powerful influence in any room is often the one nobody notices: tone.
Before you have time to weigh the words, tone is already shaping whether an interaction feels safe, believable, threatening, or true. Tone can make a stranger seem trustworthy, a leader sound convincing, a friend’s voice bring relief, or a politician’s speech stir loyalty or fear.
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The Leadership PIN Code introduced a practical framework for influence, negotiation and shaping outcomes between people. It gave leaders tools. But it also pointed to something deeper:
People do not respond to words alone.
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The ABC Workbook is the hands-on companion to The Leadership PIN Code. Where the book gives you the framework, the workbook makes it yours.
Frequently asked questions
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The Leadership PIN Code is a book by Nashater Deu Solheim that provides a practical framework for persuasion, influence and negotiation — the three competencies that determine whether a leader can move people effectively. Named a must-read by Forbes and recommended by the Harvard Business Review, it gives leaders tools they can apply immediately to real conversations, decisions and relationships. Available in print, digital and audio formats.
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The book is for leaders, managers and anyone whose results depend on getting things done through other people. It is particularly relevant for senior leaders navigating complex stakeholder environments, leaders managing teams through change, and professionals who want to build more influence, presence and trust in high-stakes relationships.
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ABC is the practical structure that makes PIN skills usable in everyday leadership situations. A is Approach and Advanced Preparation — the research, goal-setting and thinking done before any significant interaction. B is Body Language and Behaviour — the non-verbal signals that shape how others experience a leader before a word is spoken. C is Conversation — the specific techniques that allow you to persuade, influence and negotiate effectively in real dialogue. PIN describes what you need to achieve. ABC describes how to do it. Leaders who understand both consistently get better results from the people around them.
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The entitled leader assumes that position, authority or intelligence is sufficient to produce results. They expect to be followed rather than earning the response they want. The engaged leader invests in understanding their audience, prepares deliberately, and pays close attention to the signals they send and the responses they draw. They do not rely on authority. They rely on clarity, consistency and genuine attentiveness to the people around them. The gap between the two is not intelligence or effort — it is awareness and practice.
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Preparation is not about reading a brief. It is about understanding your audience, setting a clear objective, and thinking through how you want the interaction to go — including how the other person is likely to respond. Leaders who prepare in this way have a measurable advantage: they are less reactive, more credible, and more consistent in the signals they send. They are not improvising. They are present. That difference shows — to everyone in the room.