The Essentials of Power, Influence, and Persuasion

by Harvard Business School Press; Sociey for Human Resource Management

• ISBN13: 9781591398219
• ISBN10: 1591398215
• Edition: 1st
• Format: Paperback
• Copyright: 2006-06-30
• Publisher: Harvard Business School Pr

Summary

Power, influence, and persuasion are not only key ingredients for success in the HR field; they are also skills that can be learnedThis book offers advice and tools for effectively commanding attention, changing minds, and influencing decision makers from the CEO to front-line managers.Today's HR professionals work side by side with senior executives to devise a strategy for their organisations and to marshal the talent and resources to implement it.That means going beyond the traditional HR domain and mastering the fundamentals of all aspects of business and management. The Business Literacy for HR Professionals series, developed in partnership with the Society for Human Resource Management, is designed to help HR professionals to do exactly that.Covering essential areas such as negotiation, decision-making, change management, finance, and more, these highly practical books will help HR professionals achieve their goal to be true strategic partners who bring additional bottom-line value to their organisations.

Table of Contents

Introduction	xi
Building Credibility as an HR Professional	1	(18)
Why Your Power, Influence, and Persuasion Skills Matter
How Credible Is HR?	2	(2)
Why Is Credibility Important?	4	(1)
Strategies for Establishing and Building Your Personal Credibility	5	(3)
Using Your Credibility to Move Ahead in HR	8	(9)
Summing Up	17	(1)
Leveraging Chapter Insights: Critical Questions	17	(2)
The Necessity of Power	19	(18)
You Can't Manage Without It
Our Antipathy Toward Power	20	(1)
Power as Necessity	21	(4)
Of Power and Dependency	25	(1)
Using Power: Three Types of Managers	26	(9)
Altering Your Management Style	35	(1)
Summing Up	35	(1)
Leveraging Chapter Insights: Critical Questions	36	(1)
Power Sources	37	(24)
How You Can Tap Them
Positional Power	38	(4)
Relational Power	42	(9)
Personal Power	51	(5)
Where Is the Power in Your Organization?	56	(2)
Summing Up	58	(1)
Leveraging Chapter Insights: Critical Questions	58	(3)
Influence	61	(14)
Your Mechanism for Using Power
Power Versus Influence	62	(3)
Influence Is a Two-Way Street	65	(2)
Your Sphere of Influence	67	(2)
Increasing Influence Through Currencies of Exchange	69	(3)
Summing Up	72	(1)
Leveraging Chapter Insights: Critical Questions	73	(2)
Tactics of Influence	75	(22)
Six Mechanisms You Can Use
Frame the Issue Your Way	76	(2)
Increase Your Influence Through Information	78	(2)
Enhance Your Influence Through Technical Authority	80	(2)
Maneuver Within Your Organization's Hierarchy	82	(3)
Leverage Invisible Social Networks	85	(6)
Pave the Way for New Leaders	91	(4)
Summing Up	95	(1)
Leveraging Chapter Insights: Critical Questions	95	(2)
Persuasion I	97	(24)
The Basics
Why Persuasion Is Important	100	(1)
The Elements of Persuasion	100	(1)
Building Credibility	101	(5)
Understanding Your Audience	106	(9)
Building a Case	115	(3)
Summing Up	118	(1)
Leveraging Chapter Insights: Critical Questions	119	(2)
Persuasion II	121	(26)
Winning Minds and Hearts
Start with the Head	122	(8)
Don't Forget Your Audience's Heart	130	(6)
Overcoming Resistance	136	(4)
Persuasion Triggers	140	(4)
Summing Up	144	(1)
Leveraging Chapter Insights: Critical Questions	145	(2)
The Knockout Presentation	147	(28)
A Timeless Tool of Persuasion
Presentations: The Greek Way	148	(7)
Rhetorical Devices	155	(4)
Different Listeners---Different Learning Styles	159	(2)
Aim for the Head and the Heart	161	(2)
Be Prepared to Answer Questions	163	(4)
Overcome Presentation Anxiety	167	(3)
Aim for Continuous Improvement	170	(3)
Summing Up	173	(1)
Leveraging Chapter Insights: Critical Questions	174	(1)
The Ethics of Power, Influence, and Persuasion	175	(14)
Points to Honor
The Ethical Exercise of Power	176	(5)
The Ethics of Influence and Persuasion	181	(2)
A Solution	183	(3)
Summing Up	186	(1)
Leveraging Chapter Insights: Critical Questions	187	(2)
Becoming an HR Star	189	(26)
Lessons in Power, Influence, and Persuasion
Starting Your New Role on the Right Foot	191	(2)
Forging Positive Relationships with Higher-Ups	193	(5)
Getting Your Staff on Board	198	(3)
Collaborating with Peers	201	(2)
Winning Buy-in for Strategic HR Initiatives	203	(3)
Wielding Power, Influence, and Persuasion During Tough Times	206	(3)
Avoiding the Abuse of HR's Power	209	(4)
Summing Up	213	(1)
Leveraging Chapter Insights: Critical Questions	213	(2)
Enhancing and Leveraging Your Power, Influence, and Persuasion Skills	215	(14)
Next Steps
Key Principles and Practices	216	(7)
Using Your Power, Influence, and Persuasion Skills to Move Forward in Your Career	223	(4)
Summing Up	227	(1)
Leveraging Chapter Insights: Critical Questions	228	(1)
Appendix A: Leading When You're Not the Boss	229	(4)
Appendix B: Implementation Tools	233	(6)
Appendix C: Leveraging Your Social Network	239	(6)
Appendix D: Commonsense Rules for Presentation Visuals	245	(10)
Notes	255	(6)
Glossary	261	(4)
For Further Reading	265	(8)
Additional Titles from the Society for Human Resource Management (SHRM)	273	(2)
Index	275	(8)
About the Subject Adviser	283	(2)
About the Series Adviser	285	(2)
About the Writers	287	(2)
About the Society for Human Resource Management	289