Influencing Up
Gebonden Engels 2012 9781118038451Samenvatting
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!
Specificaties
Lezersrecensies
Inhoudsopgave
<p>Acknowledgments xi</p>
<p>PART I Fundamentals 1</p>
<p>Chapter 1 The World Has Changed: To Be Successful You Need to Influence Up 3</p>
<p>Chapter 2 How Power Differentials Blind Smart People 19</p>
<p>Chapter 3 How Power Differentials Give Smart People Laryngitis 33</p>
<p>Chapter 4 Overview of the Steps Required to Access and Infl uence Powerful People 45</p>
<p>Chapter 5 The Influence Model at Work: Moving a Tough Boss 65</p>
<p>PART II Building a Powerful</p>
<p>Partnership with Your Boss 79</p>
<p>Chapter 6 Partnership: The Critical Mind–Set to Overcome Power Gaps 81</p>
<p>Chapter 7 Building a Partnership</p>
<p>Relationship with Your Boss 97</p>
<p>Chapter 8 The Art and Responsibility of Helping Your Boss Succeed 113</p>
<p>Chapter 9 Recovering from Failed Talks with Your Boss 125</p>
<p>PART III Influencing Powerful People 145</p>
<p>Chapter 10 Framing Your Change Strategy: Fitting Your Approach to the Players 147</p>
<p>Chapter 11 What Do the Powerful Care About? 165</p>
<p>Chapter 12 Action Steps for Gaining Access to Powerful People 177</p>
<p>Chapter 13 Clinching the Deal: Exchanging to Build Trust with the Powerful 195</p>
<p>Chapter 14 The Contours of Change: Dr. Pomahac and the Challenge of Influencing Multiple Senior Managers and Surgeons to Allow the First Facial Transplant in the United States 211</p>
<p>Chapter 15 Influence across Multiple Organizations 219</p>
<p>Additional Resources 231</p>
<p>Notes 235</p>
<p>Index 239</p>
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