Index_I

I

Immelt, J., 6263

Inaction, walking through the consequences of, 193195

Incremental approach: to change, 194195; to making a difference, 214220; to resource allocation, 139144; to solving systemic problems, 177178. See also Small wins

Incumbents, who stick around, 5253

Individual interests: of blockers, 4849, 50, 52; creating opportunities to learn for, 188197; helping with, to get buy-in, 163, 173175, 199; mixed motives and, 49; raising the stakes for resistance and, 184186; resource appeals to, 128129, 130132

Influence, threats to: as source of resistance, 5052, 5354

Information. See Intelligence

Information flow, negotiating, 8284

Institutional Investor, 64

InStyle, 4

Intelligence: to anticipate blockers, 28, 4855; to assess and negotiate a new position, 1760; case study of, 28, 3435, 4243, 4748, 54, 5657; causes of limited, 20; common traps of, 2026; confronting confusion about, 28, 4348; consequences of limited, 1920, 2223; as critical challenge, 14; drilling deep for, 1760; engagement for, 27, 3543, 5859; guiding questions for, 5760; importance of, 1719, 2627, 5556; ongoing probing for, 5657; strategic moves for gaining, 2660; tapping into networks for, 27, 2935, 58

Interdependence: as basis of buy-in, 163164, 184; resource allocation and, 118

Interests, individual. See individual interests

Internal consultation, 169171

Internalization of problems, 157158

Internet enterprise, 234236

Introductions: consequences of no, 6667; from key leaders , 6667, 9596, 101102; orchestrating persuasive, 9596, 101102; with team members , 166168

Intuition: in confronting confusion, 4344; in testing relationships, 43

Invisibility. See Visibility Involving others: creating buy-in through, 188197; in decision making, 153, 188190

Issue sellers, 120