Million dollar influence: how to drive powerful decisions through language, leverage, and leadership

By:

Weiss, Alan

Material type: Text

TextPublication details: Routledge New York 2023Description: xi, 121 pISBN:

9781032340593

Subject(s):

DDC classification:

153.85 WEI

Summary: Even senior people, business owners, and board members are unaware of the nuances of influence on a daily basis. They think in a straight line and try to "strike deals," use hierarchical power, make "trade-offs," or bargain as if at a flea market. They unwittingly sacrifice vital needs to gain minor and temporary bright, shiny things. Influence is not about fast-talking, it’s about fast-thinking and carefully constructed language that one applies within a specific context. Influence is thought to be programmable—that is, it can create scarcity or consistency of positive responses. In reality, it’s about accountability, innovation, and leverage. No pre-pandemic strategy is worth a cent in a post-pandemic world. There is no "new normal" or "return to normal." There are only new realities. In this book, one of the boldest, most aggressive, most successful consultants in the world makes his predictions and provides recommendations that may frighten and stun, but ultimately can lead to market domination. Million-dollar influencers understand that influence doesn’t mean kissing up to everyone. While we may all be equal as human beings, not everyone has a stake in the outcomes in the business of influence. Some will resist change for the sake of resisting change. They lack imagination or let fear hold them in place. Recognizing actual stakeholders will guide your positioning of stakes in the ground that will mark critical positions leading to your desired outcome.

List(s) this item appears in: HR & OB

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Holdings
Item type	Current library	Collection	Call number	Copy number	Status	Date due	Barcode
Book	Indian Institute of Management LRC General Stacks	Human Resource and Organization Behvaiour	153.85 WEI (Browse shelf(Opens below))	1	Available		004764

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Previous	153.83 KRO The decision book: fifty models for strategic thinking	153.83 MCK Essentialism: the disciplined pursuit of less	153.85 SPO Beyond behaviour change: key issues, interdisciplinary approaches and future directions	153.85 WEI Million dollar influence:	153.852 CIA Influence: the psychology of persuasion	153.852 CIA Influence: the psychology of persuasion	153.852 CIA Pre-suasion:	Next

Table of Contents
Introduction

Chapter 1: Consensus is something you can live with, not something you’d die for

Chapter 2: Accountability and Authority: Two Different Species

Chapter 3: Arm wrestling is about leverage

Chapter 4: The improv game

Chapter 5: The dynamics of the deal

Chapter 6: Delay of game penalties

Chapter 7: Stakeholders and stakes in the ground

Chapter 8: Acceleration

Chapter 9: Pouring cement

Chapter 10: Capitalizing on Success

Even senior people, business owners, and board members are unaware of the nuances of influence on a daily basis. They think in a straight line and try to "strike deals," use hierarchical power, make "trade-offs," or bargain as if at a flea market.

They unwittingly sacrifice vital needs to gain minor and temporary bright, shiny things. Influence is not about fast-talking, it’s about fast-thinking and carefully constructed language that one applies within a specific context. Influence is thought to be programmable—that is, it can create scarcity or consistency of positive responses. In reality, it’s about accountability, innovation, and leverage.

No pre-pandemic strategy is worth a cent in a post-pandemic world. There is no "new normal" or "return to normal." There are only new realities. In this book, one of the boldest, most aggressive, most successful consultants in the world makes his predictions and provides recommendations that may frighten and stun, but ultimately can lead to market domination.

Million-dollar influencers understand that influence doesn’t mean kissing up to everyone. While we may all be equal as human beings, not everyone has a stake in the outcomes in the business of influence. Some will resist change for the sake of resisting change. They lack imagination or let fear hold them in place. Recognizing actual stakeholders will guide your positioning of stakes in the ground that will mark critical positions leading to your desired outcome.

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