Play the game to win

"More and more CEOs are discovering that managing one's businessenvironment is as important as managing operations, finance, andsales. Winning the Influence Game explains how a strategicgovernment relations program can make a major impact on thatenvironment at the federal, state, and local levels."-Douglas G.Pinkham, President, Public Affairs Council

"A useful, detailed handbook that should find itself on thedesktop-or at the bedside-of every business leader. These are theskills that every business leader needs to succeed in theincreasingly complex and rapidly changing globalized economy inwhich they operate-and to gain competitive advantage for theircompany's future."-Ira Jackson, Director, Center for Business andGovernment, John F. Kennedy School of Government

"Winning the Influence Game provides an excellent overview for thecorporate leader of how government can impact the bottom line-bothpositively and negatively. The clear, concise, and practical mannerin which the book is organized and information provided makes it anextremely useful resource to those charged with the responsibilityof creating an effective government relations program."-MargeryKraus, President and CEO, APCO Worldwide

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.

PREFACE ix

INTRODUCTION: THE INFLUENCE GAME 1

CHAPTER 1 Fundamental Principles 13

PART I LAYING THE FOUNDATION 31

CHAPTER 2 Linking Goals to Business Strategy 35

CHAPTER 3 Organizing to Influence 61

CHAPTER 4 Cultivating Relationships 89

PART II CRAFTING WINNING STRATEGIES 107

CHAPTER 5 Identifying Leverage Points 111

CHAPTER 6 Building Coalitions 149

CHAPTER 7 Framing Arguments 173

PART III LOOKING FORWARD 191

CHAPTER 8 Globalization: The Rise of

Corporate Diplomacy 193

CHAPTER 9 The Internet: Leveling the Playing Field 211

CONCLUDING THOUGHTS 233

RECOMMENDED READING 235

NOTES 237

INDEX 249