Influencing Within Organizations Getting In, Rising Up, Moving On : A Guide to the Important Process of Influencing

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Influencing within Organizations tells readers what they must do (and avoid doing) to beat off the competition when applying for jobs, when competing for coveted projects, and to see off the competition at promotion time. It takes as its starting point the assumption that doing your job well is rarely, if ever, a guarantee of future career success.

The Art of Influencing distills 50 years of professional and academic literature on "how to get to the top." Readers ...

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Overview

Influencing within Organizations tells readers what they must do (and avoid doing) to beat off the competition when applying for jobs, when competing for coveted projects, and to see off the competition at promotion time. It takes as its starting point the assumption that doing your job well is rarely, if ever, a guarantee of future career success.

The Art of Influencing distills 50 years of professional and academic literature on "how to get to the top." Readers will learn how to manage the impressions they make, how to influence individuals and groups, and how to manage company politics. The book includes exercises at the end of each chapter. This is essential reading for both new and upwardly mobile managers.

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Product Details

  • ISBN-13: 9780130906144
  • Publisher: Pearson Education
  • Publication date: 6/4/1996
  • Edition number: 1
  • Pages: 464
  • Product dimensions: 6.89 (w) x 9.28 (h) x 0.59 (d)

Table of Contents

Preface
Acknowledgements
1 Introduction 1
2 Non-verbal influencing 10
3 Verbal influencing 32
4 Influencing your job appointment 47
5 Impression management on the job 73
6 Motivation and influencing 99
7 Personality and influencing 113
8 Influencing decision-making 129
9 Influencing behaviour 149
10 Assertive criticism 161
11 Influencing strategies 177
12 Influencing a group 192
13 Influential public speaking 214
14 Influencing through networking 233
15 Influencing through power and politics 247
Bibliography 267
Index 295
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