Using Influence to Get Things Done

Most major decisions in large companies are made collaboratively.  Executives work together in collegial small groups such as boards, councils, and committees and often arrive at decisions informally; titles tend not to be a major factor. 

Even when the CEO makes the final decision, groups of executives almost always play an important role in framing and formulating it.  Thus, an executive’s ability to influence peers and superiors as they consider a broad range of crucial decisions involving such issues as strategy, budgets, brand positioning and pricing, and capital .....