Power_ Why Some People Have Itand Others Don't - Jeffrey Pfeffer [104]
All of these people, with the exception of Jeffrey Sonnenfeld, as well as some others mentioned in the book, including Rudy Crew and Jack Valenti, have spoken in my class, in some instances multiple times. Edited versions of their presentations are available as video cases through the Stanford Graduate School of Business or through Harvard Business School Case Services. Search on their names in the section of the websites under “Cases.” Seeing them in person provides great additional insight and learning.
Other Reading
You can learn a lot—and also have a great experience—reading wonderful biographies. Some of my personal favorites are:
Robert A. Caro, The Power Broker: Robert Moses and the Fall of New York (New York: Vintage Books, 1975) (winner of the Pulitzer Prize).
Robert A. Caro, The Years of Lyndon Johnson: The Path to Power (New York: Knopf, 1982).
Robert A. Caro, Master of the Senate (New York: Knopf, 2002).
Seymour M. Hersh, The Price of Power: Kissinger in the Nixon White House (New York: Summit Books, 1984).
James Richardson, Willie Brown: A Biography (Berkeley: University of California Press, 1996).
Other books with interesting insights about power dynamics and influence strategies include:
Robert B. Cialdini, Influence: The Psychology of Persuasion (Boston: Allyn and Bacon, 2001).
David Halberstam, The Reckoning (New York: William Morrow, 1986).
Max Atkinson, Our Masters’ Voices: The Language and Body-Language of Politics (New York: Routledge, 1984).
SEARCHABLE TERMS
The pagination of this electronic edition does not match the edition from which it was created. To locate a specific passage, please use the search feature of your e-book reader.
above-average effect, 31
Abraham, Katherine, 23
Abramson, Jill, 89
acting and speaking with power, 130–46
acting with power, 130–39
Anderson and Berdahl’s experiments, 230–31
Andy Grove and, 130–31
anger displayed vs. sadness or remorse, 128, 133–36
Donald Kennedy, as the reverse, 127–28
“inhibitive nonverbal behaviors” vs., 230–31
job seeking and, 128–29
Oliver North, 125–26, 128
Rahm Emanuel and, 54, 133
role playing, 128–30
speaking powerfully, 139–46
three principles, 131
affiliation or similarity, 82, 121, 138, 153
first impressions and, 153
persuasive language using, 143
AIG, 197
Allen, Woody, 227
ALZA pharmaceuticals, 46–47
Amabile, Teresa, 87
Ambady, Nalini, 150
ambition, 35, 43–44, 46
as “dark thread,” 191
in women, 135
American Greetings, 208
American Red Cross, 199, 202–3
Anderson, Cameron, 230–31
anger
acting and speaking with power and, 54, 128, 133–36
Bill Clinton and, 134
conflict and, 169
contagion of, 45
displaying vs. sadness or remorse, 128
Ed Muskie and, 135
Gen. George Patton and, 135
Oliver North and, 128
perception of people expressing, 133, 134–35
Rahm Emanuel and, 54, 133
using memory to access, 137–38
women and, 135–36
Apotheker, Leo, 62, 63, 70
Apple Computer, 20, 72, 106, 108–9
“1984” commercial, 143
iPhone, 67
“approach” behavior, 199
arrogance, 56, 76, 84, 137, 160, 161, 210
Arthur Andersen (accounting firm), 127
asking, effectiveness of, 75–82
connections, sharing of, and compliance, 82
discomfort at asking, 78–80
enhancing people’s self-esteem and, 81
flattery and, 80–82
Flynn and Lake research on compliance, 79–80, 117
Keith Ferrazzi and, 75–76
likability and reluctance to ask, 86
mentoring and, 78, 79
Reginald Lewis and, 76–77
underestimating positive response, 78–79
Atkinson, Max, 143
five linguistic techniques, 143–45
attention decrement, 151
attitudes follow behavior
confidence and, 131
likability and, 89–90
attributes of power, 36–57
ambition, 43–44
capacity to tolerate conflict, 53–54
confidence, 49–51
empathy with others, 51–53
energy, 44–46
focus, 46–48
intelligence, 55–57
objective self-assessment about your attributes, 39–42
obstacles to obtaining, 36–37
personal