Cover image for Power and influence : mastering the art of persuasion
Power and influence : mastering the art of persuasion
Dilenschneider, Robert L.
Personal Author:
First Prentice Hall Press edition.
Publication Information:
New York : Prentice Hall Press, [1990]

Physical Description:
xxvii, 258 pages ; 25 cm
Format :


Call Number
Material Type
Home Location
Item Holds
HD59 .D56 1990 Adult Non-Fiction Open Shelf

On Order

Reviews 2

Booklist Review

Hype, spin control, whitewash, and all current synonyms for public relations indicate that the art of persuasion may have an image problem of its own. Dilenschneider is CEO of Hill and Knowlton, the world's largest PR firm, and he clearly disagrees. Demonstrating the tools of his trade, he argues that successful executives must not only manage inside their organizations but also control external factors. He makes numerous worthwhile suggestions and comments on information gathering and market research. The author maps both individual and corporate strategies for getting ahead by influencing and persuading others as he stresses ethical behavior, noble intentions, and integrity. In the process, he has many interesting if familiar stories to tell to illustrate his arguments, and his inside knowledge proves quite illuminating. However, some of the examples he chooses (Three Mile Island, Kerr-McGee and the movie Silkwood, the Kansas City Hyatt Regency skywalk collapse) may reinforce skeptics' doubts about high-principled claims. All in all, this is a provocative book well worth reading. No index. --David Rouse

Publisher's Weekly Review

``What do people know who are able to exert influence and advance their careers? What is the secret that they understand so well? I would say that they grasp a very simple relationship: the connection between communication, recognition, and influence,'' contends Dilenschneider, CEO of the public relations firm Hill & Knowlton, in this authoritative handbook on leadership strategies. He argues that heightened competition and corporate takeovers have created an extremely volatile and challenging business climate, and draws on his own experiences in coping with crises (e.g., the cyanide contamination of shipments of Chilean grapes to the U.S. in March 1989) by cultivating good relations with the ``iron triangle'' of press, government and special interest groups. Quality work and accountability, Dilenschneider stresses, are an executive's basic responsibilities, while open, ethical communication remains a crucial skill. Executive Program/Macmillan Book Club dual main selection; Fortune Book Club alternate. (May) (c) Copyright PWxyz, LLC. All rights reserved