How to Win Stakeholders Over

There are many good books on how to influence other people. Two of our favorites are Influence: Science and Practice by Dr. Robert Cialdini (1988) and The Anatomy of Power by Kenneth Gailbraith (1983). Like most experts on the use of power and techniques for influencing people, Cialdini and Gailbraith make the distinction between sources of power and techniques used for influencing people.

In effect, as shown in Figure 21.1, the sources of power are like a battery that you can use to charge your ability to influence. Influence styles are how you use your power source.

Figure 21.1. Power and influence

As a project manager, ...

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