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

Format:

Book

Author/Creator:

Cohen, Allan R., author.

Bradford, David L., author.

Language:

English

Subjects (All):

Organizational effectiveness.

Executive ability.

Interpersonal relations.

Physical Description:

1 online resource (308 pages) : illustrations

Edition:

Third edition.

Place of Publication:

Hoboken, New Jersey : John Wiley & Sons, Incorporated, [2017]

Summary:

Get what you need to achieve your objectives and produce results Influence Without Authority is the classic guide to getting what you need from people you don't control. Getting things done requires collaboration, and convincing others to contribute requires political skill; this book introduces the Exchange Model, in which you get what you need by offering something of value in return. The key lies in knowing what the other person values-that's their "currency, " and it's your immediate tool for coaxing their cooperation. This model has been proven over decades, as organizations around the world have turned away from frustration and resignation toward collaboration and results. This book shows you how to implement the Exchange Model at the personal, team, and organizational level to raise the bar for performance and leadership. This new third edition has been updated reflect the changing face of the workplace, and includes new examples and information on geographically dispersed virtual teams. Supplementary materials facilitate classroom and training use with discussions, role-play, videos, and other ancillaries that deepen understanding and promote practical application. * Get what you need from the people who have it through mutual exchange * Think in terms of interest, and pinpoint the "currencies" other people trade in * Apply the Exchange Model across entire organizations to lead major change * Learn practical real-world strategies for influencing those you do not control The ability to influence those not under your authority is becoming ever more valuable. Organizations are flattening, and outside contractors are taking on larger roles than ever before-getting results now means lateral cooperation, often across borders, time zones, organizations, and more. Influence Without Authority provides a proven model for success in this new environment, with expert guidance for real-world application.

Contents:

Intro

Title Page

Copyright

Dedication

Foreword

Acknowledgments

Part I: Introduction

Chapter 1: Why Influence: What You Will Get from This Book

Sachin Bhat Is Asked to Step In

Why an Influence Model?

Barriers to Influence

Overcome the Barriers: Use an Influence Model to Guide You

Plan, But Do Not Come Across as Self-Seeking

Get "Two for the Price of One"

The Book's Organization

Notes

Part II: The Influence Model

Chapter 2: The Influence Model: Trading What They Want for What You've Got (Using Reciprocity and Exchange)

Ignore the Law of Reciprocity at Your Peril

Exchange: The Art of Give and Take That Permeates All Influence Tactics

The Cohen-Bradford Influence without Authority Model

Self-Created Barriers to Influencing

Chapter 3: Goods and Services: The Currencies of Exchange

Coin of the Realm: The Concept of Currencies

Frequently Valued Currencies

Some Cautions

Using Currencies: Complexities and Restrictions

Expanding Your "Currency Pool"

Self-Traps in Using Currencies

Pay in the Currency Others Value, Not Just What You Would Value

Resenting Having to Go Out of the Way

A Word of Warning: Beware False Advertising

Last Word: Some Currencies Really Are Not Convertible

Chapter 4: How to Know What They Want: Understanding Their Worlds (and the Forces Acting on Them)

Two Forces That Can Explain All Behavior

How to Know What Might Be Important to the Other Person

The Potential Ally's Environment

Where Are They Headed? Career Aspirations and Personal Background

The Potential Ally's Worries

Gathering Real-Time Data about the World of Others

Just Because It Waddles and Quacks Like a Duck Doesn't Mean It's a Duck: The Dangers of Stereotyping

Barriers to Acting on Knowledge of the Worlds of Important Stakeholders.

The "Selective Confirmation" Bias

Further Decreases in Interaction

Alternatives to Creating Distance and Limiting Influence

I Thought You'd Never Ask: Using Direct Inquiry as an Alternative

Conclusion: Barriers to Understanding the World of Others

Chapter 5: You Have More to Offer Than You Think If You Know Your Goals, Priorities, and Resources

Power Sources: You Are Plugged In

What Do You Want Anyway? Gaining Clarity on Your Objectives

What Are Your Primary Goals and What Are Secondary?

Personal Factors That Get in the Way

Reframing a Personal Need into a Possible Benefit to the Boss

(Jim and Wes)

Note

Chapter 6: Building Effective Relationships: The Art of Finding and Developing Your Allies

Relationships Matter

Dealing With the Situation When the Relationship Is Bad

When to Proceed with a Task or Initiate a Direct Discussion to Improve a Relationship

Conclusion

Chapter 7: Strategies for Making Mutually Profitable Trades

Planning Your Strategies for Exchange

Free-Market Trades: Clear Mutual Gain

Showing How Cooperation Helps the Potential Ally Achieve Goals

Uncovering-and Trading For-Hidden Value

Compensated Costs

Strategies That Use the Time Value of Currency

Building Credit: Saving for a Rainy Day

Sleaze Alert

Calling in Past Debts

Borrowing on Credit: Deferred Payment/Collateral

Other Strategic Considerations: Who and Where?

Five Dilemmas to Be Managed during Exchanges

Starting and Stopping the Exchange Process

After the Exchange: Checking Out the Process

Making Satisfactory Exchanges and Avoiding Self-Traps

Part III: Practical Applications of Influence

Chapter 8: Gender and Influence: Beyond Stereotypes (Coauthor, Nan Langowitz)

Introduction

Conclusions

Chapter 9: Influencing Your Boss

The Approach.

True Grit: Being a Worthy Partner

Chapter 10: Working Cross-Functionally: Leading and Influencing a Team, Task Force, or Committee

The Challenge of Gaining Commitment

Increasing the Attractiveness of the Project

Using Vision, a Valuable Common Currency

Deciding How the Team Will Operate

Selling Solutions before Formally Presenting Them

Chapter 11: Influencing Organizational Groups, Departments, and Divisions

How to Go about Gaining Influence: Applying the Model

Preferences in How to Be Approached

Ways People Self-Limit Their Influence

Chapter 12: Can You Hear Me: Influencing at a Distance

Why Influence at a Distance Has Become So Important

Use of Technology

When Influence Becomes Very Personal (Sarah Does a Layoff at a Distance)

Impacts of Distance on Key Steps of the IWA Model

The Gradual Building of Trust

Chapter 13: Influencing Difficult Colleagues

Friendly Competitors: "Co-Opetition"

Overcoming Mistrust

Dealing with Hard Bargainers

Treat Everybody as a Long-Term Customer

Dealing with Colleague Behavior That Is Annoying or Worse

The Problem of the Colleague's Maddening Behavior

Chapter 14: Initiating or Leading Major Change

No Money and No Authority

The Importance of Vision

Manage Tension

Identify Key Stakeholders Who Must Be Influenced

How to Influence Distant Stakeholders

Is Your Elevator Pitch Ready?

Influence the Influencers They Listen To

What Do You Have to Offer?

Diagnose and Enhance the Relationship

Develop Your Exchange Strategy

Change Roles: Moving among Different-Size Groups

Planning versus Calculation

Further Ideas about Change

Chapter 15: Understanding and Overcoming Organizational Politics

The Nature of Organizations

Culture Determines the Way Politics Are Played.

Get the Lay of the Land

Collecting Political Information

Diagnose Stakeholders

The Importance of Knowing Yourself

Lessons from Fran Grigsby's Political Experiences at Commuco

Chapter 16: Hardball: Escalating to Tougher Strategies When You Can No Longer Catch Flies with Honey

Raising Your Ally's Costs-Gradually

When Your Boss Is the Difficult Colleague

Who Has the Power?-Recognizing Your Power, Increasing It, and Using It Appropriately

The Ultimate Escalation: Betting Your Job

Into Every Life Some Rain Must Fall: Rotten Apples and Hardball

The Calculated Confrontation

Be Careful of Assuming Malevolence

Appendix A: Extended Case Examples and Supplementary Material Available on the Web

Appendix B: Additional Resources

Index

End User License Agreement.

Notes:

Includes bibliographical references and index.

Description based on print version record.

ISBN:

9781119347507

1119347505

9781119347514

1119347513

OCLC:

993624098