Influencing Up

Preface vii

Acknowledgments xi

PART I Fundamentals 1

Chapter 1 The World Has Changed: To Be Successful You Need to Influence Up 3

Chapter 2 How Power Differentials Blind Smart People 19

Chapter 3 How Power Differentials Give Smart People Laryngitis 33

Chapter 4 Overview of the Steps Required to Access and Infl uence Powerful People 45

Chapter 5 The Influence Model at Work: Moving a Tough Boss 65

PART II Building a Powerful

Partnership with Your Boss 79

Chapter 6 Partnership: The Critical Mind-Set to Overcome Power Gaps 81

Chapter 7 Building a Partnership

Relationship with Your Boss 97

Chapter 8 The Art-and Responsibility-of Helping Your Boss Succeed 113

Chapter 9 Recovering from Failed Talks with Your Boss 125

PART III Influencing Powerful People 145

Chapter 10 Framing Your Change Strategy: Fitting Your Approach to the Players 147

Chapter 11 What Do the Powerful Care About? 165

Chapter 12 Action Steps for Gaining Access to Powerful People 177

Chapter 13 Clinching the Deal: "Exchanging" to Build Trust with the Powerful 195

Chapter 14 The Contours of Change: Dr. Pomahac and the Challenge of Influencing Multiple Senior Managers and Surgeons to Allow the First Facial Transplant in the United States 211

Chapter 15 Influence across Multiple Organizations 219

Additional Resources 231

Notes 235

Index 239