Many of the insights I gained about how people build power and use it to influence others is based on a research study I conducted at Lore International Institute (now part of Korn/Ferry International). That research on global power and influence began in 1990 and continues today. It is based on a proprietary 360-degree assessment, the Survey of Influence Effectiveness, which gathers data from the subjects of the study (self-ratings) as well as data from other people who work with them (respondent ratings). Throughout the book, when I cite the research on power and influence, I am referring to this study and to the “self” or “other” ratings the study generated. During the past twenty years, our database has ...

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