Influence Without Authority

ISBN-10: 0471463302
ISBN-13: 9780471463306
Edition: 2nd 2005 (Revised)
List price: $34.95 Buy it from $9.21
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Description: In organizations today, getting work done requires political and collaborative skills. That's why the first edition of this book has been widely adopted as a guide for consultants, project leaders, staff experts, and anyone else who does not have  More...

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Book details

List price: $34.95
Edition: 2nd
Copyright year: 2005
Publisher: John Wiley & Sons, Incorporated
Publication date: 3/18/2005
Binding: Hardcover
Pages: 320
Size: 6.25" wide x 9.25" long x 1.25" tall
Weight: 1.100
Language: English

In organizations today, getting work done requires political and collaborative skills. That's why the first edition of this book 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 those over whom you have no official authority by offering them help in the form of the "currencies" they value. 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.

Introduction
Why Influence: What You Will Get from This Book
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
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
Extended Case Examples Available on the Web
Additional Resources
Notes
Index

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