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Power and Career Success with Jeffrey Pfeffer
Power and Career Success with Jeffrey Pfeffer
Power and Career Success with Jeffrey Pfeffer
Power and Career Success with Jeffrey Pfeffer
Power and Career Success with Jeffrey Pfeffer
Power and Career Success with Jeffrey Pfeffer
Power and Career Success with Jeffrey Pfeffer
Power and Career Success with Jeffrey Pfeffer
Power and Career Success with Jeffrey Pfeffer
Power and Career Success with Jeffrey Pfeffer
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Power and Career Success with Jeffrey Pfeffer

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Pfeffer reveals the true paths to power and career success. He argues that force can be used and harnessed not only for individual gain but also for the benefit of organizations and society. Power, …

Pfeffer reveals the true paths to power and career success. He argues that force can be used and harnessed not only for individual gain but also for the benefit of organizations and society. Power, however, is not something that can be learned from those in charge—their advice often puts a rosy spin on their ascent and focuses on what should have worked, rather than what actually did. Instead, Pfeffer reveals the true paths to power and career success.

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  • 1. Jeffrey Pfeffer
    Graduate School of Business
    Stanford University
    POWER:SOME CORE IDEAS
  • 2.
  • 3. BUILD THE QUALITIES THAT CREATE POWER
    Will
    Ambition
    Energy
    Focus
    Persistence and resilience
    Skill
    Self-knowledge and self-reflection
    Confidence
    Empathic understanding of others—ability to “read” people
    Ability to tolerate/manage/handle conflict
  • 4. PERSON PERCEPTION
    Susan Fiske: warmth and competence
    Osgood, Tannenbaum, and Suci: potency/valence, likeability, and honesty/trust
    The “problem” is that warmth and competence, intelligence and niceness, strength and likeability, are often seen as negatively correlated
    Teresa M. Amabile, “Brilliant But Cruel: Perceptions of Negative Evaluators” (J. of Experimental Social Psychology,1983)
    Amy Cuddy, “Just Because I’m Nice, Don’t Assume I’m Dumb” (Harvard Business Review, February, 2009)
  • 5. DIFFERENTIATE—STAND OUT
    The “mere exposure” effect—we prefer/choose the “familiar,” what we remember—so become memorable
    Find the “white space”—the niche, activities, locations that may become important but that aren’t yet, so competition is less. Then work to make your “location” valuable
    Take reasonable risks—don’t be afraid of rejection or setbacks
  • 6. BUILD RELATIONSHIPS/NETWORKS
    Do the small tasks that no one else wants to do but that bring you into contact with lots of important people
    Figure out who you need and then meet—and stay in touch with—them
    The importance of weak ties means you should not spend all of your time with your close friends and colleagues
    Connect people/groups together who can benefit from knowing each other—brokerage and filling structural holes
  • 7. WORK ON YOUR REPUTATION
    You only get one chance to make a first impression
    What is your personal brand—how you want to be known? What does that imply about what you need to do?
    Cultivate the media—get known, written and talked about
    Write articles, blogs, columns
    Consider getting professional public relations help early in your career—when it has longer to work, when you need it more, and when pulling away from the competition is more important
  • 8. ACT AND SPEAK LIKE A LEADER
    Power posing changes you (blood chemistry and self-perception) and others’ perceptions of you
    Stand straight
    Eye contact
    Expansive pose—take up space
    Don’t fidget or do other things that signal nervousness or weakness
    Forceful hand gestures
  • 9. ACT AND SPEAK LIKE A LEADER
    Display anger rather than sadness or remorse
    Don’t use passive sentence construction—assume control through your speech
    Use persuasive language
    Contrastive pairs
    Lists (of 3 or more)
    Vivid, emotion producing language
    Question premises and taken-for-granted assumptions
    Effectiveness of humor
  • 10. REMEMBER, POWER IS GOOD FOR YOU
    Can be monitized
    Permits you to “change lives, change organizations, change the world”
    When manifested in greater control over your work life, leads to longevity
    Seek power as if your life depends on it, because it does.

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