The Illusion of Authority, the Centrality of Influence

Because influence is about exchange, we use the concept of currencies as a metaphor for what a person or group values. Strategic allies are those with whom it is possible to find an area of overlapping interest in order to exchange something valuable. [...] you should treat any resistance to your at...

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Veröffentlicht in:	Information Outlook 2010-03, Vol.14 (2), p.17-20
1. Verfasser:	Cohen, Allan R
Format:	Artikel
Sprache:	eng
Schlagworte:	Chief operating officers Educational Background Libraries Library and information professionals Managerial Occupations Personnel management Skills
Online-Zugang:	Volltext
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Beschreibung
Zusammenfassung:	Because influence is about exchange, we use the concept of currencies as a metaphor for what a person or group values. Strategic allies are those with whom it is possible to find an area of overlapping interest in order to exchange something valuable. [...] you should treat any resistance to your attempts to influence as a statement thaï you don't yet fully understand what is important enough to the other party to find common grounds for exchange.
ISSN:	1091-0808 1938-3819