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Winning the Influence Game

What Every Business Leader Should Know about Government

Gebonden Engels 2001 9780471383611
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Play the game to win

"More and more CEOs are discovering that managing one′s business environment is as important as managing operations, finance, and sales. Winning the Influence Game explains how a strategic government relations program can make a major impact on that environment at the federal, state, and local levels."–Douglas G. Pinkham, President, Public Affairs Council

"A useful, detailed handbook that should find itself on the desktop–or at the bedside–of every business leader. These are the skills that every business leader needs to succeed in the increasingly complex and rapidly changing globalized economy in which they operate–and to gain competitive advantage for their company′s future."–Ira Jackson, Director, Center for Business and Government, John F. Kennedy School of Government

"Winning the Influence Game provides an excellent overview for the corporate leader of how government can impact the bottom line–both positively and negatively. The clear, concise, and practical manner in which the book is organized and information provided makes it an extremely useful resource to those charged with the responsibility of creating an effective government relations program."–Margery Kraus, President and CEO, APCO Worldwide

Specificaties

ISBN13:9780471383611
Taal:Engels
Bindwijze:gebonden
Aantal pagina's:272
Uitgever:John Wiley & Sons

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Inhoudsopgave

PREFACE ix

INTRODUCTION: THE INFLUENCE GAME 1

CHAPTER 1 Fundamental Principles 13

PART I LAYING THE FOUNDATION 31

CHAPTER 2 Linking Goals to Business Strategy 35

CHAPTER 3 Organizing to Influence 61

CHAPTER 4 Cultivating Relationships 89

PART II CRAFTING WINNING STRATEGIES 107

CHAPTER 5 Identifying Leverage Points 111

CHAPTER 6 Building Coalitions 149

CHAPTER 7 Framing Arguments 173

PART III LOOKING FORWARD 191

CHAPTER 8 Globalization: The Rise of

Corporate Diplomacy 193

CHAPTER 9 The Internet: Leveling the Playing Field 211

CONCLUDING THOUGHTS 233

RECOMMENDED READING 235

NOTES 237

INDEX 249

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        Winning the Influence Game