| | Location: Home » Books » Power, Influence, and Persuasion: Sell Your Ideas and Make Things Happen (Harvard Business Essentials) | |
|
| Power, Influence, and Persuasion: Sell Your Ideas and Make Things Happen (Harvard Business Essentials) |  | Creator: Harvard Business School Press
Publisher: Harvard Business Press
Category: Book
List Price: $19.95
Buy New: $10.74
as of 9/9/2010 06:09 CDT details
You Save: $9.21 (46%)
New (23) Used (17) from $10.00
Seller: myrockland
Rating:  5 reviews
Sales Rank: 30,414
Media: Paperback
Edition: illustrated edition
Pages: 167
Number Of Items: 1
Shipping Weight (lbs): 0.6
Dimensions (in): 9.1 x 6.1 x 0.7
ISBN: 159139631X
Dewey Decimal Number: 658.4092
EAN: 9781591396314
ASIN: 159139631X
Publication Date: June 1, 2005
Availability: Usually ships in 1-2 business days
| |
| Similar Items:
| |
| Editorial Reviews:
Product Description
To be effective, managers have to be skilled at acquiring power-and using that power to persuade others to get things done. This guide offers must-know methods for commanding attention, changing minds, and influencing decision-makers up and down the organizational ladder. P>The New Manager's Guide and Mentor The Harvard Business Essentials series is designed to provide comprehensive advice, personal coaching, background information, and guidance on the most relevant topics in business. Whether you are a new manager seeking to expand your skills or a seasoned professional looking to broaden your knowledge base, these solution-oriented books put reliable answers at your fingertips.
|
| Customer Reviews:
Insightful, Eloquent, Practical,...and Convincing July 9, 2005
Robert Morris (Dallas, Texas)
43 out of 45 found this review helpful
This is one of the volumes in the new Harvard Business Essentials Series. Each offers authoritative answers to the most important questions concerning its specific subject. The material in this book is drawn from a variety of sources which include the Harvard Business School Press and the Harvard Business Review as well as Harvard ManageMentor®, an online service. I strongly recommend the official Harvard Business Essentials Web site (www.elearning.hbsp.org/businesstools) which offers free interactive versions of tools, checklists, and worksheets cited in this book and other books in the Essentials series. Each volume is indeed "a highly practical resource for readers with all levels of experience." And each is by intent and in execution solution-oriented. Although I think those who have only recently embarked on a business career will derive the greatest benefit, the material is well-worth a periodic review by senior-level executives.
Credit Richard Luecke with pulling together a wealth of information and counsel from various sources. He is also the author of several other books in the Essentials series. In this instance, he was assisted by a subject advisor, Kathleen K. Reardon, a professor of management and organization at the University of Southern California Marshall School of Business, who is a leading authority on persuasion, negotiation, and workplace politics.
Together, they have carefully organized the material as follows. First, they explain why power is necessary in organizations "even though our society distrusts power and those who seek it." Next, they examine the sources of power. Then they explain why power is realized only through some form of expression. In Chapter 4, they examine influence in sharper focus, illustrating three specific tactics which any manager can use. Then in the next two chapters, Luecke and Reardon shift their attention to the concept of persuasion. They identify the four elements of persuasion and discuss how various audiences and people with diverse decision-making styles are receptive ("susceptible") to different forms of persuasion. Then in Chapter 6, they explain how to appeal both to the mind (with logic and/or evidence) and the to heart (by anchoring the given proposition in a human context). Hence the importance of compelling details, vivid images, similes, metaphors, analogies, and especially stories achieve resonance with an audience.
In Chapter 7, Luecke and Reardon provide some excellent suggestions to increase and enhance the impact of a formal presentation. "It suggests a presentation structure and a number of rhetorical devices perfected by the ancient Greeks. It also explains the various learning styles used by people and explains the importance of adapting each formal presentation to the needs, interests, and temperament of the given audience.
I also appreciate the three appendices provided. "In Leading When You're Not the Boss," Luecke and Reardon offer useful tips on how to be productive and effective in situations in which (usually lower-level managers) are expected to lead but have no formal power or authority to do so. Appendix B includes two forms by which to assess an audience and to assess one's own ability to persuade others. (Please check out Figures B-1 and B-2 on pages 135-139.) In the the third appendix, Luecke and Reardon offer seven "Rules" to follow when preparing visuals for presentations which will have maximum impact.
Those who share my high regard for this volume are urged to check out Robert B. Miller and Gary A. Williams' The 5 Paths to Persuasion and Annette Simmons' The Story Factor as well as Doug Lipman's Improving Your Storytelling (he wrote the Foreword to The Story Factor), Stephen Denning's The Leader's Guide to Storytelling, and Storytelling in Organizations co-authored by John Seely Brown, Denning, Katarina Groh, and Laurence Prusak.
A savvy summary on using persuasion, influence and power January 30, 2008
Rolf Dobelli (Switzerland)
5 out of 5 found this review helpful
Power: In most of the world, it just isn't what it used to be. In olden times, some crazy king would give the thumbs-down, and another wretch would lose his head. Not anymore. Today's tyrants, bland-faced and impeccably dressed, line up for TV chat shows. They write feel-good books. They seek your acceptance and approval. Not too long ago, the typical CEO was the absolute ruler in his (or, far less often, her) commercial domain. Today, no one in the workplace has such unbridled power. In an age of consensus and collaboration, command and control are out; influence and persuasion are in. Exercising power involves the right framing, careful presentation and the strategic use of influence. If you want to learn how to employ these subtle skills, getAbstract suggests turning to this savvy Harvard Business Essentials manual.
Excellent, very readable June 27, 2007
E. Brown (SF, CA)
6 out of 7 found this review helpful
Excellent for new & existing managers or anyone else in the corporate world who wants to pitch an idea to an individual or a group. It is an easy read touching on all areas of selling your idea. This even discusses the unethical use of influence.
Nice for teaching September 18, 2009
MAD
Many people think that they don't need to learn how to sell. But they are selling everyday their opinions or even themselves.
Once you read this book you will have a better understanding of human behavior and psychology in terms of why and how people are convinced to do something.
Great book, easy read yet informative April 21, 2010
P. Y. (CA)
Got this book a few weeks ago. Haven't finished it yet, but so far it's been an easy and very informative read. There's no amazing, never thought of before ideas, but it points out many ideas and strategies that one may have already known about but never considered using. I bought this book because of a review posted by another person commenting on "48 laws of power". Haven't read that book, but I'm glad I got this one. I highly recommend it to anyone in a management position or who presents ideas to other people. Great all around book whether you are in business or not.
|
|
|
Copyright © 2009 Harvard Business School Press
| |
|
