
Positive power and influence skills can help you meet personal objectives and maintain or build positive working relationships simultaneously.

Trainer Certification
Our Trainer Certification process supports organizations who want to develop the capability internally to deliver our programs.
Our management and professional development programs are tailored to the unique challenges facing an individual or organization.
|
|
Corporate Headquarters
Nashua Office Park
98 Spit Brook Road, Suite 201
Nashua, NH 03062-5737 USA
Tel: 603.897.1200
Fax: 603.897.1300
|
|
|
|

V. REFERENCES
Berlew, D.E. How to increase your influence. Training & Development Journal, 1985,
vol.39, 60-63.
Berlew, D.E. Notes on the origins of the Positive Power and Influence Program.
Common Ground, 1985 (October), 4-6.
Berlew, D.E. On the origins of the ISQ. Common Ground, 1985 (June), 4.
Berlew, D.E. The power failure in organizations. Training & Development Journal, 1984,
vol. 38, 34-38.
Berlew, D.E. Leadership and organizational excitement. California Management Review,
1974, vol. 17/2, 21-30.
Berlew, D.E. & Heller, D. Style flexibility—tools for successful leaders. Legal Economics,
1985 (November/December), 34-38.
Ciampa, D. Manufacturing’s New Mandate: The Tools for Leadership. New York: Wiley,
1988. See Chapter 5: “Influence” concerning the PPIP influence model’s
relationship to TQM and JIT.
Cohen, A.R. and Bradford, D.L. Influence Without Authority. New York: Wiley, 1990.
Conger, J. The Charismatic Leader. San Francisco: Jossey-Bass, 1991.
Feinzig, S.L. and Alliger, G.M. The Influence Style Questionnaire: A confirmatory
factor analysis. Master’s Thesis, Department of Psychology, SUNY Albany:
Master’s Thesis.
Gabarro, J.J. and Kotter, J.P. Managing your boss. Harvard Business Review, 1980
(January/February), 92-106.
Gardner, H. Frames of Mind: The Theory of Multiple Intelligences. New York: Harper and
Row, 1985.
Gaw, B.A. Processing Questions: An Aid to Completing the Learning Cycle. Annual
Handbook for Facilitators, University Associates, 1979.
Harrison, R. The Collected Papers of Roger Harrison. San Francisco: Jossey-Bass (in press).
Knowles, M. The Adult Learner: A Neglected Species. Houston, TX: Gulf Publishing
Company, 1978.
Kolb, D. Experiential Learning: Experience as the Source of Learning and Development.
Englewood Cliffs, NJ: Prentice-Hall, 1984.
Kotter, J.P. Power and Influence: Beyond Formal Authority. New York: Free Press, 1985.
Kotter, J.P. Power, dependence, and effective management. Harvard Business Review,
1977 (July/August), 125-136.
McClelland, D.C. Power: The Inner Experience. New York: Wiley & Sons, 1975.
McClelland, D.C. The two faces of power. Journal of International Affairs, 1970, vol. 24,
no. 1, 29-47.
McClelland, D.C. and Burnham, D.H. Power is the great motivator. Harvard Business
Review, 1976 (March-April), 100-111. (Also recently reprinted with a commentary in
Harvard Business Review, 1995 (January/February), 126-139.)
Pfeffer, J. Managing with Power: Politics and Influence in Organizations. Boston: Harvard Business School Press, 1992.
Roloff, M.E. and Miller, G.R. (eds.) Persuasion: New Directions in Theory and Research.
Beverly Hills: Sage, 1980.
Salancik, G. and Pfeffer, J. Who gets power and how they hold on to it: A strategic
contingency model of power. Organizational Dynamics, 1977 (Winter), 3-21.
Steil, L.K., Summerfield, J., and deMare, G. Listening: It Can Change Your Life. New
York: Wiley, 1983.
van Ommeren, R.J.J.M. The Bones of the Dutch Version of the I.S.Q. The Netherlands:
Bureau Zuidema, 1983.
Whetten, D.A. and Cameron, K.S. Developing Management Skills: Gaining Power and
Influence. New York: HarperCollins College Publishers, 1993.
|
|