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This book covers how to use the natural human laws of reciprocity with others in your organization to achieve maximum productivity. More importantly the book also promotes the attitude of looking on everyone in your organization as allies (people you like) and potential allies (people you don't). Highly recommended.
First of all, shame on the women who gave this book glowing reviews on the first few pages! I was completely shocked (had to re-read the passages several times) by the authors suggestion that a woman who was sexually approached by a co-worker basicallly overreacted by becoming angry, and that she should have instead interpreted the pass as his awkward attempt to "find some way to connect with her. Might she have deflected the pass but turned the attempt into something more suitable to a collegial work relationship?"(page126) Give me a break! I can't believe that this example of gaining influence over people ever made it past the editor. And if that wasn't bad enough, they again insulted women on page 226, when they explain that a women ponders her failure in a management role by saying "I still haven't figured out why they allowed a female - especially one without an engineering background - to manage the project". What?!? I had to check the front of the book to see if it was published in the 60s! Besides these profoundly ignorant examples, I found the book to be less than marginal in developing my ability to influence those around me. I'll look elsewhere.
Well, I enjoyed it. Great introduction to the area of influence, of which I never considered it as a sort of science or set of processes. It's helping me within my work as a Product Manager and raising my awareness of influence within friendships and other areas of my life. Marked down a point due to the small text on the box areas in the book, I've 20/20 eyesight and had to squint. Otherwise, I'd highly recommend.
This books has been a great source of ideas for how to move from an individual contributor position to one requiring more cross functional influence. It's an effective combination of generalized concepts and case studies that show how the concepts can be implemented. For a person with a technical background, there have been many "aha" moments of understanding why one past project went well and succeeded, why another project got derailed, and how better to work with others going forward to achieve what's best for the company while benefiting the team members in ways that they perceive as value added.
The first section of the book, where the authors discuss gaining buy-in by understanding your ally's preferred currency was good. The second part, the additional chapters that were added after the fact, became a large chore of repetition. Still, I recommend to anyone who is completely unfamiliar with organizational politics.
I liked this book. I used it for my class in college believe it or not. Make sure to get the kindle version it is updated and has more information. Turns out the kindle version was the one I needed for my class in the first place. Has great information that you will use in the work place and in real life can't go wrong with real world information.