Three executives and their CEO were sitting around a conferencetable．They were conferring about a matter of importance to themand to most other full-time employees of their four-hundred-personcompany：How much money would be put into the bonus pool fordistribution this year?

The Harvard Business Essentials series is designed to provide comprehensive advice，personal coaching，background information，andguidance on the most relevant topics in business．Drawing on richcontent from Harvard Business Sch001 Publishing and other sources，these concise guides are carefully crafted to provide a highly practical resourCe for readers with all levels of experience，and will proveespecially valuable for the new manager．To assure quality and accuracy,each volume is closely reviewed by a specialized content adviserfrom a world-class business school．Whether you are a new manager seeking to expand your skills or a seasoned professional looking to broaden your knowledge base，these solution-oriented books put reliable answers at your fingertips．

Introduction

1 The Necessity of Power

 You Can't Manage Without It

Our Antipathy Toward Power

Power as Necessity

Of Power and Dependency

Using Power：Three Types of Managers

Altering Your Management Style

Summing Up

2 Power Sources

 How You Can Tap Them

The Power of Position

Relational Power

Personal Power

Where Is the Power in Your Organization?

Summing Up

3 Influence

 YourMechanism for Using Power

Power Versus Influence

Influence Is a Two-Way Street

Your Sphere of Influence

Increasing Influence Through Currencies of Exchange

Summing Up

4 Tactics ofInfluence

 Three Ways to Project Influence

Frame the Issue Your Way

Influence Through Information

Influence Through Technical Authority

Summing Up

5 Persuasion I

The Basics

Why Persuasion Is Important

The Elements of Persuasion

Building Credibility

Understanding Your Audience

Building a Case

Summing Up

6 Persuasion II

 Winninq Minds and Hearts

Start with the Head

Don't Forget Your Audience's Heart

Overcoming Resistance

Persuasion Triggers

Summing Up

7 The Knockout Presentation

 A Timeless Tool of Persuasion

Presentations：The Greek Way

Rhetorical Devices

Different Listeners-Different Learning Styles

Aim for the Head and the Heart

Be Prepared to Answer Questions

Aim for Continuous Improvement

Summing Up

8 The Ethics of Power,Influence，and Persuasion

 Points to Honor

The Ethical Exercise of Power

The Ethics of Influence and Persuasion

A Solution

Summing Up

 Appendix A：Leading When You’re Not the Boss

 Appendix B：Useful Implementation Tools

 Appendix C：Commonsense Rules for

Presentation Visuals

Notes

Glossary

For Further Reading

Index 

About the Subject Adviser

About the Writer