Influencing Up

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As I reflect on over thirty years building my company from a seven cow farm to a $370 million enterprise, it is clear to me that the most essential but under-appreciated attributes that helped us succeed were determination and self-confidence. We faced countless situations along the way where our willingness to speak up for what we needed with key influencers literally made the difference between success and failure. That is why this book is a must for anyone trying to start or build anything. It is loaded with practical wisdom on how to change minds and get the support of key people who will absolutely enhance your chances of success. I only wish Professors Cohen and Bradford had written it thirty years ago . . . we could have used it." -Gary Hirshberg, Chairman, Stonyfield Farm, Inc. "Knowing how to connect with the powerful and gain cooperation is now a critical skill in all organizations. Cohen and Bradford can help anyone be more influential." -Ram Charan, coauthor of Execution: The Discipline of Getting Things Done and The Talent Masters "Allan and David's insights-including their sharp focus on determining exactly what drives people-are extremely useful. Influencing is becoming increasingly important, not only within organizations, but also with powerful people outside who are potential customers and partners." -Paul Duffy, Chairman and CEO, Pernod Ricard USA "This insightful book offers ways to marshal resources you don't control-the essential task of everyone trying to grow a business. Because it goes beyond self-oriented and ultimately self-defeating political tactics, it is an antidote to techniques the powerful sometimes use to hoard power by controlling information as well as access to people and resources." -Joel Peterson, Chairman of JetBlue Airways, former managing partner, Trammell Crow Company "Allan Cohen and David Bradford demystify the use of personal power to influence the boss, difficult colleagues, clients, and even competitors. Influencing Up is a must-read for those who want to succeed in complex organizations, large and small." -Kay Koplovitz, founder and former CEO, USA Network