Index_B

B

Backers (key players): case study of mobilizing, 7475, 8485, 101102, 107; common traps relating to, 6571; guiding questions for mobilizing, 108110; hesitations about mobilizing, 6571; identities of, 75; importance of, 6165, 6671, 107108; introductions from, 9596, 101102; laissez-faire approach of, 9596; to make the case, 94102, 109110; multiple audiences and formats for, 98101; negotiating for, 14, 61110; ongoing support from, 100101; overre-liance on, 158160; securing strategic responsibilities and, 8694, 109; seeding storytelling opportunities with, 102107, 110; strategic moves for mobilizing, 72110; working out expectations with, 7273, 7586, 108

Backlash: to aggressive leadership, 12

Banker case study ("Linda Green"): forging broad links in, 187188; introduction to, 164165; learning opportunities in, 195197; listening tour in, 171172; problem solving in, 179180; values in, 201202, 204

Bank One, 6970

Barad, J., 12

BATNA (best alternative to a negotiated agreement), 184

Bedfellows, of convenience, 134

Benchmarks, external: for intelligence about prospective position, 3031

Big picture, 210. See also Strategic objectives and needs

Big wins, 214

Biotech industry, 183

Blaming, 191192, 216

Blockers: anticipating , 28, 4855, 60; in case study, 54; disaffected individuals as, 5253; enlisting, 5152, 55, 105106; guiding questions for anticipating, 60; identification of probable, 5051; importance of identifying, 4850; seeding positive stories to counter, 105106; as sources of resistance, 5152; transferring, 161; types and motives of, 49, 52. See also Resistance

Blocking coalition , 4950, 55

Bloomberg, Mayor, 156157

Board governance: clarifying role definition and, 47

Boards That Make a Difference (Carver), 47

Bosses: communication ground rules with, 7982, 86; differentiating one's contributions from, 229230; difficult or psychologically abusive , 7980, 202; engaging with potential, 3543; establishing feedback mechanisms with, 8384, 85; intelligence gathering on potential, 3335; micromanagement by, 8283, 86; need for engagement of, 6769

Boundaries, setting, 7982

Broadcasting executive case study ("Alice Lind"): anticipating blockers in, 54; confronting confusion in, 4748; engagement in, 4243; intelligence gathering goals in, 28, 202; networking in, 3435; ongoing probing in, 5657

Buffalo Metropolitan Zoo: background on, 119; constituencies and small wins at, 143144; Donna Fernandes at, 118119, 125127, 132134, 138139, 143144, 203, 204, 214; involvement in, 138139; rehabilitation of, 125127; stakeholder interests in, 132134

Buffalo Museum of Science, 133

Buffalo News, 144

Bully broads, 6

Buy-in: appreciative versus authoritative stance and, 151161; avoidance of seeking, 160161; as campaign, 188; case study of, 164165, 171172, 179180, 187188, 195197; common traps in negotiating, 154161; through creating opportunities for others to learn, 188197, 200; as critical challenge, 15; through forging broad links, 163, 180188, 199200; guiding questions for, 198200; through helping to solve others' problems, 173180, 199; importance of, 149153, 197198; interdependencies as basis of, 163164, 184; listening tours to get, 162163, 165172, 198199; negotiating, 149200; with peers, 180188; strategic moves for negotiating, 162200. See also Commitment, of others