Managerial Strategies of Influence—: Some Implications for Training

All managers have to exercise influence over their boss, peers and subordinates if they are to be successful in achieving organisational and personal goals. The particular methods of influence that they use therefore are of potential interest to management trainers, consultants and management educationalists. However, although such a statement is a truism, until recently there has been an imbalance in the emphasis of the research which has systematically examined the range of methods used by managers to influence others. Very little attention has been devoted to considering how managers influence their superiors.