INDEX
active membership in network, 68
advertising defective products, 86
advocacy of option, ethics and, 90–91
aggression, 95
vs. assertiveness, 16–21
Allen, Paul, 75
Aristotle, Rhetoric,40–41
assertiveness, 10, 15–21, 95
vs. passivity or aggression, 16–21
assignments, completing, 14–15
authority over company resources, 54
Ballmer, Steve, 75
boss
focus on priorities of, 76–78
losing influence with, 80–81
power of, 2
relationship with, 75
trustworthiness and, 76
work style of, 78–80
Bradford, David, Influence Without
Authority,25–26
Buffett, Warren, 75
bullying, 18
Center for Responsive Politics, 25
change, framing and, 37
Churchill, Winston, 47
American Management Association
www.amanet.org
clarifying, 42
coalitions, 38
Cohen, Allen, Influence Without
Authority,25–26
collaboration, 62
vs. domination, 17–18
command-and-control, 53, 95
common ground, finding, 30–34
communication
direct, 20–21
passivity or aggression vs. assert-
iveness, 16–21
unqualified, 48–49
community of interest, 69, 96
compulsion, 2
Concini, Concino, 74
conflict of interest, disclosing potential,
90
consensus, absence, and need for posi-
tional power, 3
credible case, making, 46
credits, worksheet for building, 28
crisis, need for positional power, 3
critical performance indicators (CPI),
57
decision making by boss, 79
tips for influencing, 80
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