Influencing Up

Contents

Preface

Acknowledgments

Part I: Fundamentals

Chapter 1: The World Has Changed

The Impact of Large Power Differentials

Becoming a Partner

The Book’s Organization

Chapter 2: How Power Differentials Blind Smart People

Introduction

Common Negative Consequences of Having Relatively Great Power

The Necessity of Power—But “Mind the Gap!”

Sources of Power—Organizational and Personal

Bad Patterns, Not Bad People

Chapter 3: How Power Differentials Give Smart People Laryngitis

Actual versus Virtual Power

The Danger of a Dysfunctional Dance

The Costs to Both Parties

Conditions for Altering Power Relationships and Narrowing the Gap

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

Next Meeting

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 ...