Power, Influence, and Persuasion : Sell Your Ideas and Make Things Happen

by Harvard Busines Essentials

• ISBN13: 9781591396314
• ISBN10: 159139631X
• Format: Paperback
• Copyright: 2005-05-31
• Publisher: Harvard Business School Pr

Summary

The Harvard Business Essentials series is designed to provide comprehensive advice, personal coaching, background information, and guidance on the most relevant topics in business. Whether you are a new manager seeking to expand your skills or a seasoned professional looking to broaden your knowledge base, these solution-oriented books put reliable answers at your fingertips.To be effective, managers have to be skilled at acquiring powerand using that power to persuade others to get things done. This guide offers must-know methods for commanding attention, changing minds, and influencing decision-makers up and down the organizational ladder.

Author Biography

Kathleen K. Reardon is Professor of Management and Organization at the University of Southern California Marshall School of Business.

Table of Contents

Introduction	ix
1 The Necessity of Power	1	(14)
You Can't Manage Without It
Our Antipathy Toward Power	2	(1)
Power as Necessity	3	(3)
Of Power and Dependency	6	(2)
Using Power: Three Types of Managers	8	(4)
Altering Your Management Style	12	(2)
Summing Up	14	(1)
2 Power Sources	15	(18)
How You Can Tap Them
The Power of Position	16	(3)
Relational Power	19	(7)
Personal Power	26	(3)
Where Is the Power in Your Organization?	29	(3)
Summing Up	32	(1)
3 Influence	33	(12)
Your Mechanism for Using Power
Power Versus Influence	34	(3)
Influence Is a Two-Way Street	37	(2)
Your Sphere of Influence	39	(3)
Increasing Influence Through Currencies of Exchange	42	(1)
Summing Up	43	(2)
4 Tactics of Influence	45	(10)
Three Ways to Project Influence
Frame the Issue Your Way	46	(3)
Influence Through Information	49	(2)
Influence Through Technical Authority	51	(3)
Summing Up	54	(1)
5 Persuasion I	55	(20)
The Basics
Why Persuasion Is Important	57	(1)
The Elements of Persuasion	58	(1)
Building Credibility	59	(4)
Understanding Your Audience	63	(9)
Building a Case	72	(1)
Summing Up	73	(2)
6 Persuasion II	75	(22)
Winning Minds and Hearts
Start with the Head	76	(6)
Don't Forget Your Audience's Heart	82	(5)
Overcoming Resistance	87	(4)
Persuasion Triggers	91	(3)
Summing Up	94	(3)
7 The Knockout Presentation	97	(22)
A Timeless Tool of Persuasion
Presentations: The Greek Way	98	(5)
Rhetorical Devices	103	(4)
Different Listeners-Different Learning Styles	107	(2)
Aim for the Head and the Heart	109	(2)
Be Prepared to Answer Questions	111	(3)
Aim for Continuous Improvement	114	(2)
Summing Up	116	(3)
8 The Ethics of Power, Influence, and Persuasion	119	(12)
Points to Honor
The Ethical Exercise of Power	120	(5)
The Ethics of Influence and Persuasion	125	(2)
A Solution	127	(1)
Summing Up	128	(3)
Appendix A: Leading When You're Not the Boss	131	(4)
Appendix B: Useful Implementation Tools	135	(6)
Appendix C: Commonsense Rules for Presentation Visuals	141	(8)
Notes	149	(4)
Glossary	153	(4)
For Further Reading	157	(6)
Index	163	(4)
About the Subject Adviser	167	(1)
About the Writer	168