Index
Abusive behavior
Accenture
Access to powerful individuals
commonalities, finding
creative means
direct approach
ease of as indication of values
FedEx delivery
gatekeepers
model for. See also Model for gaining access and influencing powerful individuals
networking
organizational involvement
overview
and reputation
social media
steps for achieving
strategy
“Three Steps to Get a Meeting with Any VP”
Alnylam
Andersen, Hans Christian
Appearance
Appearance of power
Axelrod, Robert
Babson College
Barriers to achieving influence
BATNA (best alternative to a negotiated agreement)
Bolman, Lee
Boss, helping to succeed
benefits of
boss’s behavior, impact of
change, limits on
feedback
proactive support
shared responsibility
tasks, assuming
Boss, partnership with. See also Partnership with high-powered people
acceptance of boss’s concerns
acknowledgement of own role in difficulties
agreement, reaching
barriers, identifying
benefits of
characteristics of
criticisms and recriminations, dealing with
direct and nonblaming method of interaction
elusive bosses
failed talks with. See Boss, recovering from failed talks with
flaws and strengths of boss, accepting and acknowledging
follow-through and handling regression
helping boss succeed. See Boss, helping to succeed
mind-set
perspective of boss, understanding
power gap, assessment of
self disempowerment, stopping
steps for establishing, overview
undermining self, avoiding
Boss, recovering from failed talks with
assessment of reasons for resistance
communication styles
disagreement, handling
example
fallback position
overview
toxic bosses
Brown-nosing. See Kissing up/brown-nosing/yes men
Business Value Creations, Inc.
Callahan, Kristen
Campbell Soup
Career-limiting moves (CLMs)
Cohen-Bradford Influence Model. See Model for gaining access and influencing powerful individuals
Collective action
Combined power
Complexity of organizations
Cooper, Barbara
Courage
Credibility
Currencies (things of value to other person). See also Reciprocity and exchange
delivering before being asked
delivery of and gaining trust
determining
and feedback to boss
individual versus group currencies
and junior partner’s power and influence
personal currencies, connecting to
of powerful individuals
types of
Curse of the powerful
Dames, Peter
Deal, Terry
Defensiveness
Deference to authority
Detert, James
Direct approach
with boss
examples of
feedback to boss
and power differential
transparency
Dubernard, Max
Dynamics of power
Edmonson, Amy
Elusive bosses
Emerson, Lucia
“The Emperor’s New Clothes” (Andersen)
EmpireState.com
Eriksson, Elof
Exchanges. See Reciprocity and exchange
Expectations
altering. See also Boss, recovering from failed talks with
of partnership
and reaching agreement
Facial transplant example of influencing others
Fahey, Liam
Feedback
as element of partnership
and elusive bosses
failed talks, recovering from. See Boss, recovering from failed talks with
and helping boss to succeed
sandwich technique
Fifteen percent rule
Fishman, Mark
Food Solutions (Food Sol)
Forest Ethics Campaign
Game theory
Gandhi
Gatekeepers
General Electric
Gerard, Kevin
Goals
disagreement about
organizational
Golden Rule versus Platinum Rule
Granso, Kate
Greenberger, Rachel
Hospital experiment
Humer, Franz
Influence. See also Influencing powerful individuals; Model for gaining access and influencing powerful individuals
versus coercion
importance of
loss of, reasons for
need for influencing others
reciprocity and exchange. See Reciprocity and exchange
Influence without Authority (Cohen and Bradford)
Influencewithoutauthority.com
Influencing powerful individuals
access. See Access to powerful individuals
across divisions, example of
across multiple organizations
common areas of interest, determining
currencies, determining. See also Currencies (things of value to other person)
facial transplant example
leadership styles and characteristics
need for
and partnership mind-set
power map, developing
presentations
stakeholder interests, determining
stakeholders, categories of
stakeholders, example of failure to identify
stakeholders, identifying
steps for achieving, overview
strategy for sequence of action
Inquiry stalking
Intel
Jefferson, Thomas
JetBlue
Juliano, Phil
Kassarjian, J. Barkev M. (JB)
Key opinion leaders (KOLs)
Kindler, Jeff
Kissing up/brown-nosing/yes men
Klout.com
Komansky, Dave
Larson, Matt
Lewis Institute for Social Innovation
Listening, importance of
Low-power individuals
actual versus virtual power
altering power relationship, conditions for
costs of large power gap
dysfunctional relationships
failure to speak up (laryngitis)
Maki, Jim
Maraganore, John
May, Michael (Mike)
McArthur, John
McClelland, David
McNaughton, Fran
Means and methods, disagreement about
Menon, Chandran
Menon and Menon Diesel Engines
Micromanagement
Mind-set. See Partnership mind-set
Model for gaining access and influencing powerful individuals
access, determining methods of
currencies of powerful, determining. See also Currencies (things of value to other person)
determination of who needs to be influenced
diagram
example for use of
loss of influence, reasons for
objectives and priorities, clarifying
potential partners, viewing others as
power and power gap determination
relationship analysis and methods for approach
win-win exchanges
Montefiore Hospital
Multiple organizations, influencing people in
lessons learned
Oakmont Golf Club example
Murray, Joseph
Negative consequences of relatively great power
Negative reactions
Negative relationships and negative exchanges
Negotiating influencer’s paradox
Networking
Novartis
Novell
Oakmont Golf Club example of influencing people in multiple organizations
Oakmont Planning and Development Committee (OPDC)
Oakmont Village Association (OVA)
Organizational influence
Partnership mind-set
with boss
and influencing powerful individuals
Partnership with high-powered people
about
boss, partnership with. See Boss, partnership with
change, responsibility for
characteristics of partnership
common areas of interest, determining
expectations of partnership
junior partner responsibilities
junior/senior partner relationship
meaning of partnership
mind-set
need for partnership
and power differentials
power differentials, need for
senior individuals
upward influence, examples of
viewing others as potential partners
Passive-aggressive behavior
Passivity
Personal influence resources
Perspectives. See also Currencies (things of value to other person)
of boss, understanding
of powerful people
Peterson, Joel
Pfizer
Platinum Rule versus Golden Rule
Pomahac, Bohdan
Power differentials
addressing
behavioral patterns
concept
impact of large differentials
low-power individuals
negative consequences of having great power
and partnering
power, need for
power as variable versus fixed amount
size of gap
sources of power
Power Up: Transforming Organizations through Shared Leadership (Bradford and Cohen)
Power-hungry individuals
Prescott, Kelly
Presentations
delivery of proposal
influencing powerful individuals
Pribaz, Julian
Prison guard experiment
Quinn, Mary
Rai, Indira
Reciprocity and exchange
and building trust
currencies. See Currencies (things of value to other person)
and influence
negative exchanges
and networking
win-win exchanges
Relationships
building
dysfunctional
negative. See Negative relationships and negative exchanges
preserving
Relative power
Reputation
and access to powerful individuals
and building relationships
currencies related to
intentional harm to
online
Retaliation, fear of
Risk
Roche
Santa Rosa Board of Public Utilities. See also Oakmont Golf Club example of influencing people in multiple organizations
Schlesinger, Len
Self-assessment
Shaw, George Bernard
Socialized power
Spangler, Barbara
Stakeholders
categories of
failure to identify
identifying
interests, determining
in multiple organizations
Stangis, David
Summers, Larry
Temke, George
“Three Steps to Get a Meeting with Any VP”
Toxic bosses
Toyota USA
Trust
Twain, Mark
Vasella, Dan
Victoria’s Secret
Warren, Andy
Welch, Jack
Yamamoto, Yasuhiro
Yes men. See Kissing up/brown-nosing/yes men
Zeitels, Dr.
Zimbardo, Philip
Zinner, Michael