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Make Your Mark!: Influencing Across Your Organization
 
 
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Make Your Mark!: Influencing Across Your Organization (Paperback)

by Sue Craig (Author)
4.0 out of 5 stars See all reviews (1 customer review)
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Product details

  • Paperback: 254 pages
  • Publisher: McGraw-Hill Professional (1 April 1997)
  • Language English
  • ISBN-10: 0077091590
  • ISBN-13: 978-0077091590
  • Product Dimensions: 22.6 x 15.2 x 1.4 cm
  • Average Customer Review: 4.0 out of 5 stars See all reviews (1 customer review)
  • Amazon.co.uk Sales Rank: 527,342 in Books (See Bestsellers in Books)

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Product Description

Product Description
This indispensable guide covers the political strategies any businessperson can use to make things happen in an inflexible organization. The author reveals how to build coalitions, get support for ideas from people who count, choose the right strategy, overcome resistance, and much more.

Book Description
Influencing Across Your Organization is a practical guide for people working in medium to large sized organizations. It helps managers understand and manage the influencing processes that are directly relevant to the work environments ie: coping with organization politics, coalition building and networking.

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1 of 1 people found the following review helpful:
4.0 out of 5 stars Wish I Read This Book Five Years Ago..., 26 Jan 2009
By A. O. AKEMU (Amsterdam, NL) - See all my reviews
(REAL NAME)   
Make Your Mark was recommended to me during a management course that I took in November 2008. This book has one mission: to improve your influencing skills no matter how good you may think they are.

Essentially, the authors present the case for two contrasting types of influencing skills: the BUILD and PUSH approach. They argue, with relevant examples, that one should use the PUSH approach to solve a problem at work if:
- The solution is clear to and agreed by all
- One (the influencer) has sufficient credibility to force through a solution

The BUILD approach, on the other hand, is more appropriate for situations in which the influencer:
- Does not have sufficient credibility with the group that he/she is trying to influence
- Does not completely understand the problem

The book was powerful reminder that in today's increasingly complex knowledge-driven, business environments, the BUILD approach is usually more appropriate. The author goes on to explain how to deal with resistance in groups. Mrs Craig rightly observes that resistance to change is usually a sign of people's integrity and that frequently, resistance to change is only a symptom of other deeper concerns such as loss of face, loss of territory etc.

One thing I liked about the book was the various case studies presented; they were mostly based on the author's experience working with various organisations in the Netherlands. The case studies were not only limited to business organisations, but included experience from the police and government.

While reading the book, I felt myself nodding through the various case studies. Indeed, I had come across many similar cases in my short career and managed to handle most of them badly because I was hardly aware of the advantages of using a more collaborative approach, instead of the PUSH approach. I could not help thinking, "Gosh, I wish I knew all this five years ago".

A potential disadvantage with the case studies presented is that they are limited to North Western Europe. This may limit its applicability to readers, who are not familiar with this part of Europe. I read Making Your Mark at a time when I was frustrated by my failure to influence key decisions in my business unit. It was a timely read. I shall keep the book for future reference. Overall, it is a good read that deserve 4 stars.
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