CHAPTER 18

Influencing Stakeholders

Persuade, Trade, or Compel

New executives are usually hired to drive business improvement, not just maintain the status quo. Change can be uncomfortable for existing stakeholders, however, and incoming executives will likely have to figure out how to influence key players to drive change and improve performance. This chapter focuses on how incoming executives can build the capacity to influence and effectively exercise influence to deliver on their initiatives.

Begin by Mapping Influence Needs

The starting point to developing an influence strategy is scoping out where you will need to spend time and effort convincing others to support your initiatives. One way to do this is to determine who among your critical ...

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