Influencing Up

Influencing Up

by Allan R Cohen, David L Bradford
     
 

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The authors of the classic Influence Without Authority explain the unique challenges of influencing powerful people

Learn to overcome your difficulties with a boss who is uninterested in your concerns, or resistant to giving needed support. Or discover how to win the cooperation of senior managers who are hard to reach, and hard to sell on your

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Overview

The authors of the classic Influence Without Authority explain the unique challenges of influencing powerful people

Learn to overcome your difficulties with a boss who is uninterested in your concerns, or resistant to giving needed support. Or discover how to win the cooperation of senior managers who are hard to reach, and hard to sell on your ideas, products, or services. In their classic book, Influence Without Authority, Allan Cohen and David Bradford provided a universal model of how to influence someone you don't control. Influencing Up applies those ideas to problematic bosses and other powerful people, with sophisticated tactics for building partnerships with them.

If you're afraid of retaliation or just unclear as to how to change a senior person's behavior, don't stay paralyzed. Influencing Up gives you the tools to bridge the power gap.

  • Offers practical advice about how to turn your relationship with your boss into a partnership in which both parties benefit
  • Explains what powerful people care about
  • Shows how to overcome power gaps by developing more partner-like relationships

Learn what a great partnership with your boss can do for your career—and your mental health!

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Product Details

ISBN-13:
9781118038451
Publisher:
Wiley
Publication date:
06/26/2012
Pages:
244
Sales rank:
376,823
Product dimensions:
6.70(w) x 9.20(h) x 1.00(d)

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Meet the Author

ALLAN R. COHEN is the Edward A. Madden

Distinguished Professor of Global Leadership at Babson College. He has consulted on organizational change and leadership at a wide variety of organizations, including GE, Polaroid, IBM, and Fidelity, and holds MBA and DBA degrees from Harvard Business School.

DAVID L. BRADFORD is the Eugene O'Kelly Senior Lecturer in Leadership, Emeritus and Director of the Executive Program in Leadership at Stanford Graduate School of Business. He has consulted for a wide array of companies, including Frito-Lay, Levi Strauss & Co., Raychem, Genentech, and AutoDesk, as well as the Whitney Museum of American Art.

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