Influence without Authority / 2nd Edition
Allan R Cohen and David L Bradford





Format: Hardcover, 320pp.
ISBN: 9781119347712
Publisher: John Wiley & Sons
Pub. Date: 3 edition October 2, 2017

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Description and Reviews
From The Publisher:

The revised edition of a classic text on getting things done when you are not in charge

In organizations today, getting work done requires political and collaborative skills. That’s why the first edition of this book sold over 70,000 copies and has been widely adopted as a guide for consultants, project leaders, staff experts, and anyone else who does not have direct authority but who is nevertheless accountable for results. In this revised edition, leadership gurus Allan Cohen and David Bradford explain how to get cooperation from business partners, managers, colleagues, clients, or groups who command the resources, information, or potential support you need. They discuss how to negotiate mutually beneficial exchanges–how to think in terms of the interests of potential partners and how to determine the "currencies" you can trade with them. This classic work, now revised and updated, gives you powerful techniques for cutting through interpersonal and interdepartmental barriers, and motivating people to lend you their support, time, and resources.


About the Author

Allan Cohen (Lexington, MA) is the Edward A. Madden Distinguished Professor of Global Leadership at Babson College, Wellesley, Massachusetts. David L. Bradford (Berkeley, CA) teaches at Stanford University’s Graduate School of Business and is Dean of their Executive Program on Leadership and Power.


Table of Contents

I.  INTRODUCTION Why influence: what you will get from this book  II.   THE INFLUENCE MODEL The Influence Model; Trading what they want for what you’ve got.(Using Reciprocity and Exchange) Goods and Services: The Currencies of Exchange How to Know What They Want: Understanding their Worlds (and the forces acting on them) You Have More to Offer Than You Think If You Know Your Goals, Priorities and Resources  (The Dirty Little Secret About Power) Building Effective Relationships:  The Art of Finding and Developing Your Allies Strategies for Making Mutually Profitable Trades III.  PRACTICAL APPLICATIONS OF INFLUENCE Influencing Your Boss Influencing Difficult Subordinates Working Cross Functionally: Leading and Influencing a Team, Task Force or Committee Influencing Organizational Groups, Departments and Divisions Influencing Colleagues Initiating or Leading Major Change Indirect Influence Understanding and Overcoming Organizational Politics Hardball: Escalating to Tougher Strategies When You Can No Longer Catch Flies with Honey Appendix A: Extended Case Examples Available On the Web Appendix B: Additional Resources

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