Influencing within Organizations

Influencing within Organizations

Influencing within Organizations

Influencing within Organizations

Synopsis

This book tells readers what they must do (and avoid doing) to beat off the competition when applying for jobs, when competing for coveted projects, and to see off the competition at promotion time.

Excerpt

This book is written for final year university students and recent graduates. These are young men and women at the start of their careers who are competing against others to secure their first job, and then, once inside their chosen organization, fighting others for promotion. I believe that to gain a competitive career advantage, the most useful tool that they can possess is knowledge of how to influence people. Beyond this primary-target audience, the book will be useful to anybody who, at some time or another, has to influence those around them.

My interest is particularly focused upon (but is not exclusively restricted to), the graduate job application process. The major, global corporations devote vast resources to the recruiting and selecting of suitable graduate candidates. They spend millions of pounds each year on recruitment agencies and consultants who, together with the company's own human resource management staff, subject hapless recent graduates to the selection ritual. The latter undergo selection methods which include application forms, psychometric testing, telephone interviewing, individual interviewing, assessment centres and ever more sophisticated, elaborate and expensive devices.

This book gathers together all the known and verified information about influencing in general, and that which is concerned with graduate job application in particular. It considers motivation, personality, power, assertiveness, influencing strategies and all the different bits of knowledge which are relevant to candidates entering the organization of their choice, and influencing others once they are in it. As the author, I was particularly interested in the more subconscious aspects of influencing, especially the thinking biases that affected our judgements. The book deals also with marginal knowledge about influencing. That is, with knowledge and techniques which, although not empirically verified, nevertheless do appear to be effective, as judged by practice. I wanted a book which, although based on solid psychological, social psychological and sociological research, would be sufficiently prescriptive to offer specific guidance to these young people. It

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