Influencing Up

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!

ISBN 1118038452   DEWEY 658 ISBN13 9781118038451 (What's this?)   DEWEY edition DC23 Publisher John Wiley & Sons Inc   Pages 256 Imprint John Wiley & Sons Inc   Published in New York Format Hardback   Academic level Professional / Scholarly Publication date 11 Jul 2012

Chapter 1: The World Has Changed; To Be Successful You Need to Influence Up Chapter 2: How Power Differentials Blind Smart People Chapter 3: How Power Differentials Give Smart People Laryngitis Chapter 4: Overview of the Influence Steps Required for Powerful People and How to Do It Chapter 5: Putting the Influence Model to Work; Moving a Tough Boss Chapter 6: Partnership, the Critical Mindset for Overcoming the Negative Consequences of Power Gaps Chapter 7: Building a Partnership Relationship With Your Boss Chapter 8: The Art and Responsibility of Helping Your Boss Succeed Chapter 9: Recovering From Failed Talks with Your Boss Chapter 10: Framing Your Change Strategy; Who, Their Power, Approach, Sequence Chapter 11: What Do the Powerful Care About? Chapter 12: Action Steps for Gaining Access to Powerful People Chapter 13: Clinching the Deal; Exchanging to Build Trust with the Powerful Chapter 14: The Contours of Change; Dr. Pomahac and the Challenge of Influencing His Hospital to Allow the First Facial Transplant in the US. Chapter 15: Training to be a Social Entrepreneur: The Complexities of Influence Across Multiple Organizations

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