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Full Description
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!
Contents
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
