Winning the Influence Game: What Every Business Leader Should Know about GovernmentISBN: 978-0-471-38361-1
Hardcover
272 pages
April 2001
 This is a Print-on-Demand title. It will be printed specifically to fill your order. Please allow an additional 10-15 days delivery time. The book is not returnable.
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PREFACE ix
INTRODUCTION: THE INFLUENCE GAME 1
CHAPTER 1 Fundamental Principles 13
PART I LAYING THE FOUNDATION 31
CHAPTER 2 Linking Goals to Business Strategy 35
CHAPTER 3 Organizing to Influence 61
CHAPTER 4 Cultivating Relationships 89
PART II CRAFTING WINNING STRATEGIES 107
CHAPTER 5 Identifying Leverage Points 111
CHAPTER 6 Building Coalitions 149
CHAPTER 7 Framing Arguments 173
PART III LOOKING FORWARD 191
CHAPTER 8 Globalization: The Rise of
Corporate Diplomacy 193
CHAPTER 9 The Internet: Leveling the Playing Field 211
CONCLUDING THOUGHTS 233
RECOMMENDED READING 235
NOTES 237
INDEX 249
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