Influencing Up
Marshall Goldsmith
FEBRUARY 22, 2011
Organizations suffer when key people can't effectively influence up. Most people are occupied with efforts rather than results. They worry over what the organization or their boss owes them and should do for them and obsess over the authority they 'should have,' thus rendering themselves ineffectual. Although knowledge workers may know more about what they are doing than their managers do and have years of education and experience, they rarely know how to effectively influence up.
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