Chapter 12
The myths and reality of influence
Influence: one sin and four myths
The subjects of influence and power are shrouded in mystery and much misunderstood. Although they are essential skills to making things happen in organisations, they are often seen as slightly grubby topics. Managers are comfortable learning about things like accounting and marketing. But learning about influence and power sounds devious, divisive and self-interested. This is unfortunate, because influence and power are central to making organisations work.
One cardinal sin
The bedrock of influence is trust. Most leaders forgive most sins. They know that mistakes happen and disasters occur. They can forgive bad jokes, bad dress and occasionally bad judgement. ...
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