4Managing Without Authority
Learning Objectives
By the end of this chapter you should be able to:
• Identify your dependence on those around you, and their dependence on you.
• Describe how you can increase your influence in the organization.
• Describe the importance of persuasion as a management tool.
• Describe the four elements that are the foundation of persuasion.
Many new managers believe that organizational authority is all they need to get things done. This is far from true. In the contemporary workplace, authority usually counts for far less than the ability to influence and to persuade others. Even people with tremendous organizational ...
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