Winning the Influence Game What Every Business Leader Should Know about Government

ISBN-10: 0471383619
ISBN-13: 9780471383611
Edition: 2001
List price: $58.00 Buy it from $3.00
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Description: This is the book Bill Gates wishes he had had before the government unleashed its antitrust suit against Microsoft. More "new economy" businesses are waking up to the fact that government regulations and policies can determine the very viability of  More...

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Book details

List price: $58.00
Copyright year: 2001
Publisher: John Wiley & Sons, Incorporated
Publication date: 4/9/2001
Binding: Hardcover
Pages: 272
Size: 6.00" wide x 9.00" long x 1.00" tall
Weight: 1.232
Language: English

This is the book Bill Gates wishes he had had before the government unleashed its antitrust suit against Microsoft. More "new economy" businesses are waking up to the fact that government regulations and policies can determine the very viability of a business-and realizing they need a roadmap for shaping governmental policies. This book provides it, addressing this increasingly hot issue, offering real-world strategies for negotiation and coalition building. Included are actual stories of successes and failures from recognized leaders in the field of government relations, including Washington representatives of leading companies, like Pfizer and International Paper; CEOs who are active in government relations, like Dick Cheney of Haliburton and Paul O'Neill of Alcoa; and people in legislative and executive branches, like the lead counsel for the Senate Banking Committee.

MICHAEL WATKINS is an associate professor of business administration at Harvard Business School and has also taught at Harvard's Kennedy School of Government. He is the coauthor of Right from the Start and consults extensively on negotiation and coalition building in the private and public sectors. MICKEY EDWARDS was a member of Congress for sixteen years, where he was a senior member of the Republican leadership. He currently teaches about Congress and public advocacy at the Kennedy School of Government. Edwards also writes a weekly syndicated newspaper column and broadcasts national radio commentaries on the NPR program "All Things Considered." USHA THAKRAR is a research associate at Harvard Business School. She is a graduate of the Kennedy School of Government and has experience working in state government and founding her own start-up.

Preface
Introduction: the Influence Game
Fundamental Principles
Laying the Foundation
Linking Goals to Business Strategy
Organizing to Influence
Cultivating Relationships
Crafting Winning Strategies
Identifying Leverage Points
Building Coalitions
Framing Arguments
Looking Forward
Globalization: The Rise of Corporate Diplomacy
The Internet: Leveling the Playing Field
Concluding Thoughts
Recommended Reading
Notes
Index

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