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by Michael D. Watkins Published 21 July 2021 in Brain circuits • 2 min read
To be influential in complex organizations, you must be able
to navigate stakeholder environments and build alliances in support of your
objectives. There are key strategies involved in becoming an expert at building
alliances; it is a skill all leaders should aspire to master.
To be influential in complex organizations, you must be able to navigate stakeholder environments and build alliances in support of your objectives. There are key strategies involved in becoming an expert at building alliances; it is a skill all leaders should aspire to master.
First, understand the players.
Analyze the full set of stakeholders and break them down into the following five categories:
Building alliances
Adapting your strategy to the type of negotiation is essential. Mastering persuasion and exerting influence requires:
Master negotiators do not just influence decision-making, they analyze who else will influence how decisions will be made. They also build effective networks of broad and short-term temporary alliances.
Professor of Leadership and Organizational Change at IMD
Michael Watkins is the best-selling author of The First 90 Days, Master Your Next Move, Predictable Surprises, and 11 other books on leadership and negotiation. A Thinkers 50-ranked management influencer and recognized expert in his field, he contributes regularly to leading business journals and podcasts. His work is featured in HBR Guides and HBR’s 10 Must Reads on Leadership, Teams, Strategic Initiatives and New Managers. He received his PhD from Harvard University in Decision Sciences and taught at Harvard and INSEAD prior to IMD. He is a trusted mentor and coach for C-level leaders of global organizations and directs The First 90 Days and Transition to Business Leadership programs.
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