Using the best available research, his and others', Gottlieb shows how influence can be acquired or adapted to improve one's ability to gain compliance from coworkers in a variety of critical business situations. Focusing on such topics as alliance building, developing a base of influence, empowering and motivating others, and enhancing persuasion and related selling abilities, he exposes the difference between influence and power, and shows how to use influence successfully in everyday work settings. With case studies and dialogues drawn from situations in which influencing exchanges took place, the book will be essential for decision makers throughout the private and public sectors, and for all who aspire to decision-making positions in all types of organizations.

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