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Drucker on Leadership: New Lessons from the Father of Modern Management by William A. Cohen

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Chapter 23. The Role of Influence and Persuasion on Strategy and Tactics

I first encountered the power of influence and persuasion in an assignment at the strategic level of psychological operations during the first Gulf War. Many think psychological operations have to do with dispensing disinformation, that is, lying, cheating, and fabricating propaganda. Actually, a good psychological operation is almost the exact opposite. It needs to be both truthful and credible to be believed and effective. The length to which this is carried can be surprising.

A famous example from World War II had to do with some enterprising psychological operations officer offering a "satisfaction guarantee" to any German noncommissioned or commissioned officer who surrendered ...

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