Index 103
organization chart, in network, 39
organizations, goals of, 33
Packard, David, 37
passivity, 96
vs. assertiveness, 16–21
peers, 97
implementing influence, 69–71, 97
influencing, 62–66
persuasive communication with, 6
personal behavior, passivity or
aggression vs. assertiveness, 16–21
personal example, as influencer, 71
persuasion, 1, 5–7, 97
communication with, 40
examples, 6–7
interaction with power and
influence, 7–8
language for, 45–49
of subordinates, 58–61
Peters, Tom, In Search of Excellence,30
Pinto, 86
politics, 25
positional power, need for, 3
potential conflict of interest, disclosing,
90
power, 1, 2–4, 97
change in workplace, 54
interaction with influence and
persuasion, 7–8
limiting use of, 61
resistance to, 3
principle of reciprocity, 24, 97
with peers, 63
value and, 26–27
priorities, 26
of boss, focus on, 76–78
probing, 41–42
Publius Claudius Pulcher, 85
reciprocal credits, creating, 24–28,
63–66
reliability, 10, 13–15
resistance to power, 3
resources
American Management Association
www.amanet.org
authority over, 54
being source of, 28–30
Rhetoric (Aristotle), 40–41
Rhoads, Kelton, 35
Richelieu, Armand-Jean du Plessis de,
74–75
Roosevelt, Theodore, 61
self-actualization, 59, 97
self-esteem, 15
self-promoting, 81
signaling, 42
silo mentality, 97
in large organizations, 31
specialization, in large organizations,
31
‘‘strength in numbers’’ concept, 38
structure of influence
assertiveness, 15–21
reliability, 13–15
with supporting tactics, 24
trustworthiness, 11–13
submissiveness, 17
subordinates
applying influence with, 52–62
historic examples of influence, 74–75
persuasion of, 58–61
skills, and need for positional power,
3–4
trustworthiness and influencing,
55–58
suggestions, investigating facts for, 12
supervisors, power of, 2
support network, building, 37–40,
68–69
tactics, 23–49
being source of expertise, infor-
mation and resources, 28–30
building network of support, 37–40
creating reciprocal credits, 24–28
finding common ground, 30–34
framing the issue, 34–37
persuasive communication, 40
thought leader, 98
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