CHAPTER TWENTY-THREE
EFFECTIVELY INFLUENCING DECISION MAKERS
Ensuring That Your Knowledge Makes a Difference
The great majority of people tend to focus downward. They are occupied with efforts rather than results. They worry over what the organization and their superiors “owe” them and should do for them. And they are conscious above all of the authority they “should have.” As a result they render themselves ineffectual.
—Peter Drucker
Peter Drucker has written extensively about the impact of the knowledge worker in modern organizations. Knowledge workers can be defined as people who know more about what they are doing than their managers do. Many knowledge workers have years of education and experience in training for ...
