影响力、说服力(哈佛商业评论系列) HBE: POWER, INFLUENCE, N PERSUASION HAR
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作者： Harvard Business School 著
出 版 社：
出版时间： 2005-12-1字数：版次： 1页数： 166印刷时间： 2005/12/01开本：印次：纸张： 胶版纸I S B N ： 9781591396314包装： 平装内容简介
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. 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.
目录
Introduction
1 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
Mtering Your Management Style
Summing Up
2 Power Sources
How You Can Tap Them
The Power of Position
Relational Power
Personal Power
Where Is the Power in Your Organization?
Summing Up
3 Influence
Your Mechanism for Using Power
Power Versus Influence
Influence Is a Two-Way Street
Your Sphere of Influence
Increasing Influence Through Currencies of Exchange
Summing Up
4 Tactics of Influence
Three Ways to Project Influence
Frame the Issue Your Way
Influence Through Information
Influence Through Technical Authority
Summing Up
5 Persuasion Ⅰ
The Basics
Why Persuasion Is Important
The Elements of Persuasion
Building Credibility
Understanding Your Audience
Building a Case
Summing Up
6 Persuasion Ⅱ
Winnin9 Minds and Hearts
Start with the Head
Don't Forget Your Audience's Heart
Overcoming Resistance
Persuasion Triggers
Summing Up
7 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
Aim for Continuous Improvement
Summing Up
8 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
Appendix A: Leading When You're Not the Boss
Appendix B: Useful Implementation Tools
Appendix C: Commonsense Rules for Presentation Visuals
Notes
Glossary
For Further Reading
Index
About the Subject Adviser
About the Writer
