Influence

Power: How to Get It, Use It, and Keep It

Getting a job, having control over your work, and holding on to a job all require more than simply excelling at what you do. They require an understanding of power. According to Professor Pfeffer, individual power comes from political skill, which is characterized by social astuteness, networking ability, interpersonal influence, and “apparent” sincerity. And power comes from knowing the rules of the game, recognizing the power of others, and—most of all—being willing and able to play the game.

The Power of Persuasion

Increase your power and influence with simple, guaranteed methods you'll start using right away. In this dynamic presentation, Robert Cialdini provides fascinating insights on how to be successful in your attempts to persuade all manner of other people. This program is a "must" for managers, marketers, and manipulators of all kinds!

Influence: How to Build Effective Relationships and Allies

It is necessary for you to influence people at all levels of your organization in order to get your job done. Carole Robin explains how the effective use of influence helps you deliver on your promises and produce excellent results, making you one of the "go-to" people in your organization. And this in turn makes your circle of influence grow ever larger.

Influence & Negotiation Collection

Influence is not just for leaders. Call it persuading, negotiating, or convincing – ethical influence is the foundation of powerful business relationships. This 10-DVD set reveals powerful techniques that will put you on the right track. Develop behaviors that are sure to enhance your position of power and influence.

Building Personal Networks

Networks can be powerful career tools, helping to drive performance and build influence. But they benefit organizations as well, enhancing productivity and improving communication between disparate business units and functions. Professor James Baron offers concrete suggestions for building an effective and efficient personal network.

Managing with Power

It's one thing to have good ideas—it's another to get them implemented. The ability to get things done in any organization is a critical skill, and a source of advantage. Jeffrey Pfeffer discusses the importance of recognizing when power and influence are critical, understanding where power comes from, and identifying strategies and tactics for the effective use of influence.

Negotiation: Myths, Misperceptions and Damned Lies

Professor Neale debunks common negotiation myths as she shares the results of empirical research on negotiating strategies and the process of “mutual influence” that drives negotiation.

Strategic Alliances

Many factors come into play when deciding whether to proceed with a strategic alliance. As Steve Steinhilber explains, there are formal and informal mechanisms that should be put in place—persuading your partner to act for mutual benefit, overcoming the inevitable rough patches in the relationship, and ensuring your alliances stay focused on what matters.

Winners (Don't) Take All

Each of us negotiates…virtually every day. But even with a great deal of experience, very few of us are really skilled in creating value in negotiation settings. Professor Margaret Neale helps you develop step-by-step mechanisms to prepare for negotiations and claim value in organizational and interpersonal disputes.

The Power of Paranoia

Two decades of research on trust and cooperation in organizations have convinced Roderick Kramer that an appropriate amount of distrust can be beneficial in the workplace. Kramer argues for a moderate form of suspicion he calls "prudent paranoia," which can prove highly valuable to the distrustful organization—or individual.