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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 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
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