INSEAD Library

Includes bibliographical references and index and glossary

Digitized

The Essentials of Power , Influence and Persuasion Contents Introduction xi 1 Building Credibility as an HR Professional Why Your Power, Influence, and Persuasion Skills Matter How Credible Is HR? Why Is Credibility Important? Strategies for Establishing and Building Your Personal Credibility Using Your Credibility to Move Ahead in HR Summing Up Leveraging Chapter Insights: Critical Questions 1 2 4 5 8 17 17 2 The Necessity of Power You Can't Manage Without It Our Antipathy Toward Power Power as Necessity Of Power and Dependency Using Power: Three Types of Managers Altering Your Management Style Summing Up Leveraging Chapter Insights: Critical Questions 19 20 21 25 26 35 35 36 3 Power Sources How You Can Tap Them Positional Power Relational Power 37 38 42 viii Contents Personal Power Where Is the Power in Your Organization? Summing Up Leveraging Chapter Insights: Critical Questions 51 56 58 58 4 Influence Your Mechanism for Using Power PowerVersus Influence Influence Is a Two-Way Street Your Sphere of Influence Increasing Influence Through Currencies of Exchange Summing Up Leveraging Chapter Insights: Critical Questions 61 62 65 67 69 72 73 5 Tactics of Influence Six Mechanisms You Can Use Frame the Issue Your Way Increase Your Influence Through Information Enhance Your Influence Through Technical Authority Maneuver Within Your Organization's Hierarchy Leverage Invisible Social Networks Pave the Way for New Leaders Summing Up Leveraging Chapter Insights: Critical Questions 75 76 78 80 82 85 91 95 95 6 Persuasion I The Basics Why Persuasion Is Important The Elements of Persuasion Building Credibility Understanding Your Audience Building a Case Summing Up Leveraging Chapter Insights: Critical Questions 97 100 100 101 106 115 118 119 Contents ix 7 Persuasion II Winning Minds and Hearts Start with the Head Don't Forget Your Audience's Heart Overcoming Resistance Persuasion Triggers Summing Up Leveraging Chapter Insights: Critical Questions 121 122 130 136 140 144 145 8 The Knockout Presentation A Timeless Tool of Persuasion Presentations: The Greek Way Rhetorical Devices Different Listeners--Different Learning Styles Aim for the Head and the Heart Be Prepared to Answer Questions Overcome Presentation Anxiety Aim for Continuous Improvement Summing Up Leveraging Chapter Insights: Critical Questions 147 148 155 159 161 163 167 170 173 174 9 The Ethics of Power, Influence, and Persuasion Points to Honor The Ethical Exercise of Power The Ethics of Influence and Persuasion A Solution Summing Up Leveraging Chapter Insights: Critical Questions 175 176 181 183 186 187 10 Becoming an HR Star Lessons in Power, Influence, and Persuasion Starting Your New Role on the Right Foot Forging Positive Relationships with Higher-Ups Getting Your Staff on Board Collaborating with Peers 189 191 193 198 201 x Contents Winning Buy-in for Strategic HR Initiatives Wielding Power, Influence, and Persuasion During Tough Times Avoiding the Abuse of HR's Power Summing Up Leveraging Chapter Insights: Critical Questions 206 209 213 213 203 11 Enhancing and Leveraging Your Power, Influence, and Persuasion Skills Next Steps Key Principles and Practices Using Your Power, Influence, and Persuasion Skills to Move Forward in Your Career Summing Up Leveraging Chapter Insights: Critical Questions 215 216 223 227 228 Appendix A: Leading When You're Not the Boss Appendix B: Implementation Tools Appendix C: Leveraging Your Social Network Appendix D: Commonsense Rules for Presentation Visuals Notes Glossary For Further Reading Additional Titles from the Society for Human Resource Management (SHRM) Index About the Subject Adviser About the Series Adviser About the Writers About the Society for Human Resource Management 273 275 283 285 287 289 229 233 239 245 255 261 265