Influence without authority / Allan R. Cohen and David L. Bradford.

Format:

Book

Author/Creator:

Cohen, Allan R.

Contributor:

Bradford, David L.

Language:

English

Subjects (All):

Organizational effectiveness.

Executive ability.

Interpersonal relations.

Physical Description:

1 online resource (322 p.)

Edition:

2nd ed.

Place of Publication:

Hoboken, N.J. : Wiley, c2005.

John Wiley and Sons, Inc. [2005]

Language Note:

English

System Details:

text file

Summary:

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 te

Contents:

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

The career of Nettie Seabrooks and influence against all odds

Working within organizational realities to accomplish a goal : Warren Peters navigates a complex, multi-staged exchange process over a "simple" dispute

The example of Anne Austin : selling a new product idea, and gaining access to an out-of-reach job

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.

Notes:

Description based upon print version of record.

Includes bibliographical references and index.

ISBN:

9786612370830

9781118045732

1118045734

9781282370838

1282370839

9780471726425

0471726427

OCLC:

58651717