Winning the Influence Game: What Every Business Leader Should Know About Government

Winning the Influence Game: What Every Business Leader Should Know About Government

Hardback

By (author) Michael Watkins, By (author) Mickey Edwards, By (author) Usha Thakrar

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  • Publisher: John Wiley & Sons Inc
  • Format: Hardback | 272 pages
  • Dimensions: 152mm x 229mm x 25mm | 499g
  • Publication date: 20 April 2001
  • Publication City/Country: New York
  • ISBN 10: 0471383619
  • ISBN 13: 9780471383611
  • Illustrations note: recommended reading, notes, index
  • Sales rank: 1,311,860

Product description

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

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Author information

MICHAEL WATKINS is an associate professor of business administration at Harvard Business School and has also taught at Harvard's Kennedy School of Government. He is the coauthor of Right from the Start and consults extensively on negotiation and coalition building in the private and public sectors. MICKEY EDWARDS was a member of Congress for sixteen years, where he was a senior member of the Republican leadership. He currently teaches about Congress and public advocacy at the Kennedy School of Government. Edwards also writes a weekly syndicated newspaper column and broadcasts national radio commentaries on the NPR program "All Things Considered." USHA THAKRAR is a research associate at Harvard Business School. She is a graduate of the Kennedy School of Government and has experience working in state government and founding her own start-up.

Back cover copy

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

Flap copy

In today's new economy, business leaders are increasinglyaware that government laws and regulations can determine the veryviability of their businesses. The same Constitution that setslimits on government power and protects individual rights alsogives federal, state, and local governments the authority to makethe rules under which your business must operate. Make nomistake-the key to your business's survival could dependon your ability to influence the officials who make and enforce therules of the game. Winning the Influence Game is your must-have guide to navigatingthe morass of competing, overlapping jurisdictions and diverselegislators, regulators, and judges so you can help to shape thelaws and rules that will affect your success. Here, a crackerjackauthor team from Harvard Business School and Harvard's KennedySchool of Government-who have access to the key players onthis issue-reveal the latest tools, techniques, and thinkingbehind influencing government so businesses can take control.This timely book presents a model that can be applied toinfluence games at any level of government-local, state, national, or international. From diagnosing government'simpact on your business to organizing to influence to buildingcoalitions to leveraging the power of the Internet, the authorsprovide specific guidelines and real-world strategies that willwork for all types of businesses.Winning the Influence Game also shares actual stories ofsuccesses and failures from recognized leaders in the field ofgovernment relations, including: Washington representatives of leading companies like Pfizer andInternational PaperLeading professional lobbyists and consultantsCEOs who have been active in government relations such as VicePresident Dick Cheney (formerly of Haliburton) and TreasurySecretary Paul O'Neill (formerly of Alcoa)Officials in legislative and executive branches, including thelead counsel for the Senate Banking CommitteeDon't be a victim of damaging laws-play the game towin. And exercise your rights before someone else changes therules.

Table of contents

Preface. Introduction: The Influence Game. Fundamental Principles. LAYING THE FOUNDATION. Linking Goals to Business Strategy. Organizing to Influence. Cultivating Relationships. CRAFTING WINNING STRATEGIES. Identifying Leverage Points. Building Coalitions. Framing Arguments. LOOKING FORWARD. Globalization: The Rise of Corporate Diplomacy. The Internet: Leveling the Playing Field. Concluding Thoughts. Recommended Reading. Notes. Index.