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.

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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.

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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.

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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.

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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.

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