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!
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 wide variety of organizations, including GE, Polaroid, IBM, and Fidelity, and holds MBA and DBA degrees from Harvard Business School. DAVID L. BRADFORD is the Eugene O'Kelly Senior Lecturer in Leadership, Emeritus and Director of the Executive Program in Leadership at Stanford Graduate School of Business. He has consulted for a wide array of companies, including Frito-Lay, Levi Strauss & Co., Raychem, Genentech, and AutoDesk, as well as the Whitney Museum of American Art.
Preface vii Acknowledgments xi PART I Fundamentals 1 Chapter 1 The World Has Changed: To Be Successful You Need to Influence Up 3 Chapter 2 How Power Differentials Blind Smart People 19 Chapter 3 How Power Differentials Give Smart People Laryngitis 33 Chapter 4 Overview of the Steps Required to Access and Infl uence Powerful People 45 Chapter 5 The Influence Model at Work: Moving a Tough Boss 65 PART II Building a Powerful Partnership with Your Boss 79 Chapter 6 Partnership: The Critical Mind-Set to Overcome Power Gaps 81 Chapter 7 Building a Partnership Relationship with Your Boss 97 Chapter 8 The Art and Responsibility of Helping Your Boss 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 Approach to the Players 147 Chapter 11 What Do the Powerful Care About? 165 Chapter 12 Action Steps for Gaining Access to Powerful People 177 Chapter 13 Clinching the Deal: Exchanging to Build Trust with the Powerful 195 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 Chapter 15 Influence across Multiple Organizations 219 Additional Resources 231 Notes 235 Index 239
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