The authors of the classic Influence Without Authority
explain the unique challenges of influencing powerful people
Learn to overcome your difficulties with a boss who is
uninterested in your concerns, or resistant to giving needed
support. Or discover how to win the cooperation of senior managers
who are hard to reach, and hard to sell on your ideas, products, or
services. In their classic book, Influence Without
Authority, Allan Cohen and David Bradford provided a universal
model of how to influence someone you don’t control. Influencing
Up applies those ideas to problematic bosses and other powerful
people, with sophisticated tactics for building partnerships with
them.
If you’re afraid of retaliation or just unclear as to how to
change a senior person’s behavior, don’t stay paralyzed.
Influencing Up gives you the tools to bridge the power
gap.
* Offers practical advice about how to turn your relationship
with your boss into a partnership in which both parties
benefit
* Explains what powerful people care about
* Shows how to overcome power gaps by developing more
partner-like relationships
Learn what a great partnership with your boss can do for your
career–and your mental health!
Table of Content
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
About the author
ALLAN R. COHEN is the Edward A. Madden
Distinguished Professor of Global Leadership at Babson College.
He has consulted on organizational change and leadership at a wide
variety of organizations, including GE, Polaroid, IBM, and
Fidelity, and holds MBA and DBA degrees from Harvard Business
School.
DAVID L. BRADFORD is the Eugene O’Kelly Senior Lecturer
in Leadership, Emeritus and Director of the Executive Program in
Leadership at Stanford Graduate School of Business. He has
consulted for a wide array of companies, including Frito-Lay, Levi
Strauss & Co., Raychem, Genentech, and Auto Desk, as well as the
Whitney Museum of American Art.
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