Influence Without Authority
Chapter One
Why Influence: What You Will
Get from This Book
* * *
One of the biggest challenges facing us in UBS-IB (UBS Investment Bank)
is the ability to influence others over whom we have no direct authority.
Flatter structures, globalization, and cross-functional teams have brought
fresh challenges and having to influence people who have different styles or
views makes the task even harder.
Being able to influence one 's boss, peers, or top management is often
quoted as a key reason for the success or failure of individuals. We all know
what we want to achieve, yet are often unsure how to go about it or even
who are the key people needing to be influenced.
-Rationale for Course on Strategies for
Influencing and Persuasion, MAST, UBS-IB
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