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2015 | OriginalPaper | Chapter
Introduction
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I wrote this book because most managers I consult to still struggle with exercising their influence. The days of command and control are over. Traditional power-bases are breaking down. For instance, teachers no longer have the authority in the classroom they once had. Police officers can no longer rely on their uniform to command respect. Managers can’t depend exclusively on their hierarchical position to get things done anymore. Learning to influence is now more important than formal status and authority.