Managing With Power

PART III

Strategies and Tactics for Employing Power Effectively

We need to know more than where power comes from—we need to know how to use it effectively to get things done. The effective use of power involves understanding the social psychology of interpersonal influence. All of us practice influence, and are influenced by others, every day as we go about our lives. Those who are particularly effective in getting things accomplished—for instance, successful salespeople—may have used trial and error to develop informal strategies, which rely implicitly on basic social psychological principles. We learn rules of thumb as we encounter different situations, and are successful in some and less successful in others. Some of this learning may be ...