Influence and Impact

BILL BERMAN is an executive coach with experience as a psychologist, senior line manager, and organizational consultant. Since founding Berman Leadership Development in 2005, he has been a trusted advisor to general managers and C-suite executives across multiple industries. Bill began his career as a licensed psychologist and academic, started a software company, and has written and spoken extensively on a range of topics in psychology, coaching and behavior change. GEORGE BRADT is Chairman of PrimeGenesis, an executive onboarding group. He has co-authored nine books on leadership and onboarding including The New Leader’s 100-Day Action Plan, and has written over 700 columns for Forbes.com.

• Acknowledgments ixIntroduction: Enhance Your Influence and Impact by Focusing on the Mission-critical Parts of Your Role And Adapting to the Culture of the Organization 1Part I The Disconnect: What Your Organization Wants You to Know (But Hasn’t Told You!) 71 Get What You Want by Doing What Your Organization Needs: The One Change You Need to Make 92 You Have More Power than You Realize 23Part II the Solution: Discover Your Levers of Influence 393 Discover the Essentials of Your Job: Collect the Data 414 Now Write Your Working Job Description: The Essential What and How of Your Role 595 What If Bias Keeps You from Being Effective?: Increasing Influence in Difficult Contexts 736 Now That You Know the Truth About What Your Organization “Actually” Needs from You: Do You Still Want This Job? 85Part III Plan A: Grow Your Influence and Impact 997 Build Your Personal Strategic Plan TM : Set Your Course to Increased Influence and Impact 1018 Work Your Growth Plan, Build Your Influence: Putting Your Plan into Action 1139 Take on More Responsibility, Expand Your Impact, and Enjoy the Benefits: Sell Your Value Without Selling Yourself 125Part IV Plan B: if You Don’t Want This Job, Find a Better Fit 13910 Getting Over the Job You Thought You Had: Managing Emotions and Moving Forward 14111 Negotiate for a Better Role Inside Your Organization: Find a Fit for Your Strengths and Influence 15112 Make a Plan to Move On: Sometimes You Need a Fresh Start 163Part V Helping Others Build Their Influence and Impact 17513 A Primer for Managers: How to Coach Your Employees to Increase Their Influence and Impact 177About the Authors 183Guest Contributors 185References 187Index 197

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