Contents
Chapter 1: The World Has Changed
The Impact of Large Power Differentials
Chapter 2: How Power Differentials Blind Smart People
Common Negative Consequences of Having Relatively Great Power
The Necessity of Power—But “Mind the Gap!”
Sources of Power—Organizational and Personal
Chapter 3: How Power Differentials Give Smart People Laryngitis
The Danger of a Dysfunctional Dance
Conditions for Altering Power Relationships and Narrowing the Gap
Chapter 4: Overview of the Steps Required to Access and Influence Powerful People
1. Determine Who Has to Be Influenced
2. Assume That Each is a Potential Partner
3. Determine Their Power and the Power Gap
5. Figure Out How to Gain Access
6. Clarify What You Need and Your Priorities
7. Diagnose Your Relationship and the Preferences for How to Approach
8. Negotiate Win-Win Exchanges
Chapter 5: The Influence Model at Work
Part II: Building a Powerful Partnership with Your Boss
The Gaps That Make Influence Necessary
The Characteristics and Expectations of True Partnership
What Does Partnership Require from You?
What Does an Elusive Boss Look Like?
The Partnership Approach Can Work with Senior Powerful People
Chapter 7: Building a Partnership Relationship with Your Boss
1. Examine your own beliefs for barriers
2. Adopt a Partnerlike Mind-Set
3. Accept That Your Boss Isn’t and Can’t Be Perfect
4. Assess the Gap in Power between You and Your Boss
5. Stop Giving Away Your Potential
6. Understand Your Boss’s World or Specific Situation
7. Raise Your Concern in a Direct But Nonblaming Way
8. Acknowledge Your Part in Any Difficulties
9. Accept Your Boss’s Concerns as Legitimate
Chapter 8: The Art—and Responsibility—of Helping Your Boss Succeed
Taking on Some of the Boss’s Tasks
Relieving the Boss of Heroic Tendencies
Knowing the Impact of Your Boss’s Behavior
Helping Your Boss Be a Better Boss
Chapter 9: Recovering from Failed Talks with Your Boss
Ways You Might Have Trapped Yourself
Can We Discuss the Way We Can Talk?
Disagreeing with Your Boss . . . and Surviving or Thriving
But What If Directness Does Not Work? Andy’s Vanishing Boss
But What If I Have a Truly Toxic Boss?
Part III: Influencing Powerful People
Chapter 10: Framing Your Change Strategy
Failing to Identify Key Stakeholders—in or outside of the Company—Can Be Extremely Costly
Known Stakeholders Ignored—At Great Cost
Chapter 11: What Do the Powerful Care About?
Factors in the Organizational World That Shape the Currencies of Powerful People
Use a Powerful Proposal Style Whether Dealing Internally or Externally
Chapter 12: Action Steps for Gaining Access to Powerful People
Summary of Overall Access Approach
Chapter 13: Clinching the Deal
Dual Focus: Determining What You Want and Constantly Improving the Relationship
Other Strategies for Increasing Your Power with Senior Management in Your Own Organization
Connecting to Frequently Important Personal Currencies
Where You Have Little Relationship and Trust is Low
Chapter 14: The Contours of Change
Overcoming Institutional Objections
A Complex Integrated Plan—and Real Time Corrections
Remembering Less Prominent but Still Important Stakeholders
Chapter 15: Influence across Multiple Organizations
Nearing Agreement, Internal Dissent from Unplanned-For Stakeholders
Saving Face for Elected Officials