Research Catalog

The power to persuade

Title
The power to persuade / Richard N. Haass.
Author
Haass, Richard.
Publication
Boston : New York : Houghton Mifflin, 1994.

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Description
xvii, 260 pages; 22 cm
Summary
  • The Power to Persuade answers a fundamental question: how can you safely and successfully navigate a world where persuasion, rather than direct command, is the rule? Scores of business books suggest how to boost profits, but this is the only book to tell managers in government and other public sector organizations how to improve performance when there is no clear bottom line.
  • While teaching at Harvard's Kennedy School of Government, Richard N. Haass realized that no existing book advised those in political settings how to become more effective. Now he has filled the gap. Using a compass as his operating metaphor - your boss is north of you, your staff is south of you, and so on - he provides guidelines for managing key relationships, setting agendas, and translating goals into results.
  • His interviews with Colin Powell, James Baker, Robert Strauss, and dozens of others yield much practical insight. For the twenty million Americans now employed in the public sector, and for millions more working in complex or unruly organizations of every sort, here is a lively, useful book about practicing the delicate art of persuasion to gain influence and achieve success.
Subject
  • Public administration
  • Bureaucracy
  • Performance
  • Persuasion (Psychology)
  • Office politics
  • Administrative agencies > United States > Management
Bibliography (note)
  • Includes bibliographical references (p. 251-260).
Contents
1. Introduction: Finding Your Way -- 2. The Center of Your Compass: You -- 3. North: Those for Whom You Work -- 4. South: Those Who Work for You -- 5. East: Those with Whom You Work -- 6. West: Those with Whom You Should Work -- 7. Conclusion: Back to the Center.
ISBN
0395675855
LCCN
94000513
OCLC
  • 29753115
  • ocm29753115
Owning Institutions
Columbia University Libraries