Pfeffer (The External Control of Organizations), professor of organizational behavior at
Stanford University, posits that intelligence, performance, and likeability alone are not
the key to moving up in an organization; instead, he asserts, self promotion, building
relationships, cultivating a reputation for control and authority, and perfecting
a powerful demeanor are vital drivers of advancement and success. The book has
a realpolitik analysis of human behavior that isn't for everyone but its candor, crisp
prose, and forthrightness are fresh and appealing. Case studies feature the careers of
such leaders as G.E. CEO Jack Welch, General George Patton, Time CEO and Chairman Ann
Moore, Lt. Colonel Oliver North, and President Bill Clinton; and Pfeffer dispenses advice
on how to overcome obstacles like "the self-promotion" dilemma, how to sharpen one's
"acting" skills on the job, and use tactics like interruption to appear more powerful

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