Influencing Up Quotes

“It’s usually not enough to point out impending problems/opportunities or even to propose solutions. You may have to garner support for your proposed solution or conduct small pilot tests. All of this involves the need to influence powerful people.”
― Allan R. Cohen, Influencing Up

“Although there’s no doubt that external realities such as very difficult bosses or remote senior managers can present significant challenges (problems we address in later chapters), we’ve found that you, the person seeking influence, often erect your own barriers to achieving that influence. The reasons for this are various and include the following: The assumptions you hold about how hard to push An unwillingness to raise a tough issue or have a difficult conversation with your boss A combative tone that provokes the exact reactions you dislike Fear of being turned down Inability to let go of your own concerns long enough to remember to give something valuable to get cooperation Any problems you might have dealing with authority These self-limiting attitudes and behaviors are why you will have to take a tough look at yourself at various points in the book, while also carefully analyzing the person or group you need to influence. You have more ability to make a difference than you may think.”
― Allan R. Cohen, Influencing Up

“These days, you need powerful people to cooperate in terms of getting information, formal or informal approval to act, resources, introductions, and support (or room to maneuver) for implementation just to get your job done. Therefore, you can’t achieve your objectives without getting help from others whom you do not control.”
― Allan R. Cohen, Influencing Up

“The blindness of the powerful that is a consequence of large power gaps often prevents them from seeing the benefits to them and the organization of having or helping strengthen strong players below.”
― Allan R. Cohen, Influencing Up