Influencing Up

Author: Allan R Cohen; David L Bradford
Publisher: John Wiley & Sons
ISBN: 9781118038451
Published In: May 2012
Format: Hardback , 244 pages
Jurisdiction: International ? Disclaimer:
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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!
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
ALLAN R. COHEN is the Edward A. Madden

Distinguished Professor of Global Leadership at Babson College. He has consulted on organizational change and leadership at a wide variety of organizations, including GE, Polaroid, IBM, and Fidelity, and holds MBA and DBA degrees from Harvard Business School.

DAVID L. BRADFORD is the Eugene O'Kelly Senior Lecturer in Leadership, Emeritus and Director of the Executive Program in Leadership at Stanford Graduate School of Business. He has consulted for a wide array of companies, including Frito-Lay, Levi Strauss & Co., Raychem, Genentech, and AutoDesk, as well as the Whitney Museum of American Art.

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