| Edition |
2nd ed. |
| Description |
x, 310 p. ; 24 cm. |
| Contents |
The influence model : trading what they want for what you've got (using reciprocity and exchange) -- Goods and services : the currencies of exchange -- How to know what they want : understanding their worlds (and the forces acting on them) -- You have more to offer than you think if you know your goals, priorities and resources (the dirty little secret about power) -- Building effective relationships : the art of finding and developing your allies -- Strategies for making mutually profitable trades -- The career of Nettie Seabrooks and influence against all odds -- Working within organizational realities to accomplish a goal : Warren Peters navigates a complex, multi-staged exchange process over a "simple" dispute -- The example of Anne Austin : selling a new product idea, and gaining access to an out-of-reach job -- Influencing your boss -- Influencing difficult subordinates -- Working cross functionally : leading and influencing a team, task force or committee -- Influencing organizational groups, departments and divisions -- Influencing colleagues -- Initiating or leading major change -- Indirect influence -- Understanding and overcoming organizational politics -- Hardball : escalating to tougher strategies when you can no longer catch flies with honey. |
| Bibliography |
Includes bibliographical references and index. |
| Subject |
Organizational effectiveness.
|
|
Executive ability.
|
|
Interpersonal relations.
|
|
Leiderschap.
|
| Added Author |
Bradford, David L.
|
| ISBN |
0471463302 (cloth) |
|
9780471463306 (cloth) : $34.95 |
|
