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Winning the Influence Game: What Every Business Leader Should Know about Government

Overview

Play the game to win

"More and more CEOs are discovering that managing one's business environment is as important as managing operations, finance, and sales. Winning the Influence Game explains how a strategic government relations program can make a major impact on that environment at the federal, state, and local levels."-Douglas G. Pinkham, President, Public Affairs Council

"A useful, detailed handbook that should find itself on the desktop-or at the bedside-of every business leader. These are the skills that ...

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Overview

Play the game to win

"More and more CEOs are discovering that managing one's business environment is as important as managing operations, finance, and sales. Winning the Influence Game explains how a strategic government relations program can make a major impact on that environment at the federal, state, and local levels."-Douglas G. Pinkham, President, Public Affairs Council

"A useful, detailed handbook that should find itself on the desktop-or at the bedside-of every business leader. These are the skills that every business leader needs to succeed in the increasingly complex and rapidly changing globalized economy in which they operate-and to gain competitive advantage for their company's future."-Ira Jackson, Director, Center for Business and Government, John F. Kennedy School of Government

"Winning the Influence Game provides an excellent overview for the corporate leader of how government can impact the bottom line-both positively and negatively. The clear, concise, and practical manner in which the book is organized and information provided makes it an extremely useful resource to those charged with the responsibility of creating an effective government relations program."-Margery Kraus, President and CEO, APCO Worldwide

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Product Details

  • ISBN-13: 9780471383611
  • Publisher: Wiley
  • Publication date: 4/9/2001
  • Edition number: 1
  • Pages: 272
  • Product dimensions: 9.21 (w) x 6.14 (h) x 0.69 (d)

Meet the Author

MICHAEL WATKINS is an associate professor of business administration at Harvard Business School and has also taught at Harvard's Kennedy School of Government. He is the coauthor of Right from the Start and consults extensively on negotiation and coalition building in the private and public sectors.

MICKEY EDWARDS was a member of Congress for sixteen years, where he was a senior member of the Republican leadership. He currently teaches about Congress and public advocacy at the Kennedy School of Government. Edwards also writes a weekly syndicated newspaper column and broadcasts national radio commentaries on the NPR program "All Things Considered."

USHA THAKRAR is a research associate at Harvard Business School. She is a graduate of the Kennedy School of Government and has experience working in state government and founding her own start-up.

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Table of Contents

PREFACE ix

INTRODUCTION: THE INFLUENCE GAME 1

CHAPTER 1 Fundamental Principles 13

PART I LAYING THE FOUNDATION 31

CHAPTER 2 Linking Goals to Business Strategy 35

CHAPTER 3 Organizing to Influence 61

CHAPTER 4 Cultivating Relationships 89

PART II CRAFTING WINNING STRATEGIES 107

CHAPTER 5 Identifying Leverage Points 111

CHAPTER 6 Building Coalitions 149

CHAPTER 7 Framing Arguments 173

PART III LOOKING FORWARD 191

CHAPTER 8 Globalization: The Rise of

Corporate Diplomacy 193

CHAPTER 9 The Internet: Leveling the Playing Field 211

CONCLUDING THOUGHTS 233

RECOMMENDED READING 235

NOTES 237

INDEX 249

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Sort by: Showing all of 2 Customer Reviews
  • Anonymous

    Posted July 8, 2002

    Winning the Influence Game: What Every Business Leader Should Know About Government

    Reading 'Winning the Influence Game' was an eye opening experience on how important it is understand how government can influence business. The authors have provided a blueprint for creating a strategy which can change government from an adversary to an ally. More importantly, a well thought out strategy can become your most valuable competitive weapon. If I had viewed government as a partner 10 years ago, there is no doubt in my mind that my venture capital business would be much larger and far more profitable today.

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  • Anonymous

    Posted July 8, 2002

    Winning the Influence Game: What Every Business Leader Should Know About Government

    Too many business leaders think that markets and competition exist in a vacuum. This very insightful book reminds us that the background of government regulation is also make-or-break. The authors' insights and strategies are intellectually well-grounded, yet oriented to someone who has to apply them in the real world. A must have.

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