102 Index
declarative sentences, for effective
verbal messages, 20
defective products, advertising, 86
dependency, 66–71
direct communication, 20–21
dissent, accommodating, 37
e-mail, for communicating with boss,
79
employee empowerment, 53–54, 96
Enron, 86
ethics, 83–92, 96
and goals, 84–87
means and, 88–92
term defined, 84
executives, power of, 2
expertise, being source of, 28–30
favor effect, 67–68, 96
favors, providing, 27
Ford Motor Company, 86
frame, 34–37, 96
Franklin, Benjamin, 67–68
Gates, Bill, 75
Gen X and Gen Y, 54
goals
ethical application of influence and,
84–87
of organizations, 32
head and heart, speaking to, 46–48
Hewlett, Bill, 37
hierarchy of human needs (Maslow),
59–60
HP, 37
ideas, describing features and benefits
of, 48
In Search of Excellence (Peters and
Waterman), 30
influence, 4–5, 96
applying in many directions, 53
benefits, vii–viii
with boss, 73–81
American Management Association
www.amanet.org
interaction with power and
persuasion, 7–8
meaning of, 1
with peers, 62–66
with subordinates, 52–62
influence map, 96
drawing, 44–45
Influence Without Authority (Cohen
and Bradford), 25–26
information
being source of, 28–30
boss’s preferences, 78–79
sharing, 57–58
insider trading, 86
interests, in reaching common ground,
34
Julius Caesar, 85
key information, control of, 29
language, for persuasion, 45–49
large organizations, silo mentality in,
31
listening to boss, 77
lobbyists, 25
logical argument, 46
Louis XIII of France, 74–75
Machiavelli, Niccolo, The Prince,88
manager
limits of formal power, vii
power of, 2
Maslow, Abraham, 59–60
means to end, ethics and, 88–92
micromanaging, 18
Motorola, 37–38
Munger, Charlie, 75
network of support
building, 37–40, 68–69
expanding, 69
‘‘no-go’’ areas of boss, 77–78
‘‘open book management’’ (OBM), 57
orders, vs. appeals for cooperation, 2
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