Book description
The authors of the classic Influence Without Authority explain the unique challenges of influencing powerful people
Learn to overcome your difficulties with a boss who is uninterested in your concerns, or resistant to giving needed support. Or discover how to win the cooperation of senior managers who are hard to reach, and hard to sell on your ideas, products, or services. In their classic book, Influence Without Authority, Allan Cohen and David Bradford provided a universal model of how to influence someone you don't control. Influencing Up applies those ideas to problematic bosses and other powerful people, with sophisticated tactics for building partnerships with them.
If you're afraid of retaliation or just unclear as to how to change a senior person's behavior, don't stay paralyzed. Influencing Up gives you the tools to bridge the power gap.
Offers practical advice about how to turn your relationship with your boss into a partnership in which both parties benefit
Explains what powerful people care about
Shows how to overcome power gaps by developing more partner-like relationships
Learn what a great partnership with your boss can do for your career—and your mental health!
Table of contents
- Cover
- Contents
- Title
- Copyright
- Preface
- Acknowledgments
-
Part I: Fundamentals
- Chapter 1: The World Has Changed
- Chapter 2: How Power Differentials Blind Smart People
- Chapter 3: How Power Differentials Give Smart People Laryngitis
-
Chapter 4: Overview of the Steps Required to Access and Influence Powerful People
- 1. Determine Who Has to Be Influenced
- 2. Assume That Each is a Potential Partner
- 3. Determine Their Power and the Power Gap
- 4. Diagnose the World of the Powerful, Their Currencies (What They Value), and Which Ones You Can Offer
- 5. Figure Out How to Gain Access
- 6. Clarify What You Need and Your Priorities
- 7. Diagnose Your Relationship and the Preferences for How to Approach
- 8. Negotiate Win-Win Exchanges
- Chapter 5: The Influence Model at Work
-
Part II: Building a Powerful Partnership with Your Boss
-
Chapter 6: Partnership
- The Gaps That Make Influence Necessary
- The Meaning of Partnership
- The Characteristics and Expectations of True Partnership
- Why Partnership is Needed
- What Does Partnership Require from You?
- Whose Responsibility is It?
- What Does an Elusive Boss Look Like?
- The Partnership Approach Can Work with Senior Powerful People
-
Chapter 7: Building a Partnership Relationship with Your Boss
- 1. Examine your own beliefs for barriers
- 2. Adopt a Partnerlike Mind-Set
- 3. Accept That Your Boss Isn’t and Can’t Be Perfect
- 4. Assess the Gap in Power between You and Your Boss
- 5. Stop Giving Away Your Potential
- 6. Understand Your Boss’s World or Specific Situation
- 7. Raise Your Concern in a Direct But Nonblaming Way
- 8. Acknowledge Your Part in Any Difficulties
- 9. Accept Your Boss’s Concerns as Legitimate
- 10. Don’t Undermine Yourself
- Chapter 8: The Art—and Responsibility—of Helping Your Boss Succeed
- Chapter 9: Recovering from Failed Talks with Your Boss
-
Chapter 6: Partnership
-
Part III: Influencing Powerful People
- Chapter 10: Framing Your Change Strategy
- Chapter 11: What Do the Powerful Care About?
- Chapter 12: Action Steps for Gaining Access to Powerful People
-
Chapter 13: Clinching the Deal
- Dual Focus: Determining What You Want and Constantly Improving the Relationship
- Addressing the Power Gap
- Other Strategies for Increasing Your Power with Senior Management in Your Own Organization
- Connecting to Frequently Important Personal Currencies
- Where You Have Little Relationship and Trust is Low
- Chapter 14: The Contours of Change
- Chapter 15: Influence across Multiple Organizations
- Additional Resources
- Index
Product information
- Title: Influencing Up
- Author(s):
- Release date: June 2012
- Publisher(s): Wiley
- ISBN: 9781118236093
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