Influencing Up

Influencing Up

by Allan R. Cohen, David L. Bradford


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Influencing Up by Allan R. Cohen, David L. Bradford

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

Learn to overcome your difficulties with a boss who isuninterested in your concerns, or resistant to giving neededsupport. Or discover how to win the cooperation of senior managerswho are hard to reach, and hard to sell on your ideas, products, orservices. In their classic book, Influence WithoutAuthority, Allan Cohen and David Bradford provided a universalmodel of how to influence someone you don't control. InfluencingUp applies those ideas to problematic bosses and other powerfulpeople, with sophisticated tactics for building partnerships withthem.

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

  • Offers practical advice about how to turn your relationshipwith your boss into a partnership in which both partiesbenefit
  • Explains what powerful people care about
  • Shows how to overcome power gaps by developing morepartner-like relationships

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

Product Details

ISBN-13: 9781118038451
Publisher: Wiley
Publication date: 06/26/2012
Pages: 256
Sales rank: 1,180,373
Product dimensions: 6.70(w) x 9.20(h) x 1.00(d)

About 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 widevariety of organizations, including GE, Polaroid, IBM, andFidelity, and holds MBA and DBA degrees from Harvard BusinessSchool.

DAVID L. BRADFORD is the Eugene O'Kelly Senior Lecturerin Leadership, Emeritus and Director of the Executive Program inLeadership at Stanford Graduate School of Business. He hasconsulted for a wide array of companies, including Frito-Lay, LeviStrauss & Co., Raychem, Genentech, and AutoDesk, as well as theWhitney Museum of American Art.

Table of Contents

Preface vii

Acknowledgments xi

PART I Fundamentals 1

Chapter 1 The World Has Changed: To Be Successful You Need toInfluence Up 3

Chapter 2 How Power Differentials Blind Smart People 19

Chapter 3 How Power Differentials Give Smart People Laryngitis33

Chapter 4 Overview of the Steps Required to Access and Influence Powerful People 45

Chapter 5 The Influence Model at Work: Moving a Tough Boss65

PART II Building a Powerful

Partnership with Your Boss 79

Chapter 6 Partnership: The Critical Mind-Set to Overcome PowerGaps 81

Chapter 7 Building a Partnership

Relationship with Your Boss 97

Chapter 8 The Art—and Responsibility—of Helping YourBoss Succeed 113

Chapter 9 Recovering from Failed Talks with Your Boss 125

PART III Influencing Powerful People 145

Chapter 10 Framing Your Change Strategy: Fitting Your Approachto the Players 147

Chapter 11 What Do the Powerful Care About? 165

Chapter 12 Action Steps for Gaining Access to Powerful People177

Chapter 13 Clinching the Deal: “Exchanging” to BuildTrust with the Powerful 195

Chapter 14 The Contours of Change: Dr. Pomahac and the Challengeof Influencing Multiple Senior Managers and Surgeons to Allow theFirst Facial Transplant in the United States 211

Chapter 15 Influence across Multiple Organizations 219

Additional Resources 231

Notes 235

Index 239

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