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Power, Influence, and Persuasion: Sell Your Ideas and Make Things Happen (Harvard Business Essentials) Paperback – June 1, 2005


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Product Details

  • Paperback: 192 pages
  • Publisher: Harvard Business Review Press (June 1, 2005)
  • Language: English
  • ISBN-10: 159139631X
  • ISBN-13: 978-1591396314
  • Product Dimensions: 9.2 x 6.2 x 0.5 inches
  • Shipping Weight: 8 ounces (View shipping rates and policies)
  • Average Customer Review: 4.7 out of 5 stars  See all reviews (9 customer reviews)
  • Amazon Best Sellers Rank: #107,915 in Books (See Top 100 in Books)

Editorial Reviews

About the Author

Harvard Business School Press

Customer Reviews

4.7 out of 5 stars
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It's an easy read and inspiring too!
Jean Kelley
I highly recommend it to anyone in a management position or who presents ideas to other people.
P. Y.
This is one of the volumes in the new Harvard Business Essentials Series.
Robert Morris

Most Helpful Customer Reviews

47 of 51 people found the following review helpful By Robert Morris HALL OF FAMETOP 100 REVIEWERVINE VOICE on July 9, 2005
Format: Paperback
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 ([...]) 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.
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6 of 7 people found the following review helpful By E. Brown on June 27, 2007
Format: Paperback
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.
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5 of 6 people found the following review helpful By Rolf Dobelli HALL OF FAME on January 30, 2008
Format: Paperback
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.
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1 of 1 people found the following review helpful By Jean Kelley on December 31, 2010
Format: Paperback
This is a very helpful guide. I work with Executives all over North and South America. Many of them have excellent ideas for process improvement or cost savings and few of them have the influence to get those plans implemented. This book lays the groundwork to get your ideas heard by the right people. It's an easy read and inspiring too!
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Format: Paperback Verified Purchase
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.
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