(Ebook) Influence without authority 2nd Edition by Allan R Cohen, David L Bradford ISBN 978-0471463306 0471463302

(Ebook) Influence without authority 2nd Edition by Allan R Cohen, David L Bradford ISBN 978-0471463306 0471463302

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Product details: 

ISBN 10:0471463302

ISBN 13: 978-0471463306

Author: Allan R Cohen, David L Bradford

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.

Table of contents: 

PART I. Foundations of Influence

1. The Influence Model: Trading What They Want for What You Have

2. Goods and Services: The Currencies of Exchange

3. How to Know What They Want: Understanding Their Worlds

4. You Have More to Offer Than You Think—If You Know Your Value

5. Know Your Needs and Desires—But Don’t Forget the Person You Want to Influence

PART II. Building and Applying Influence
6. Developing Your Allies
7. Strategies for Making Mutually Profitable Trades
8. Practical Applications of Influence

PART III. Influence in Action
9. Influencing Your Boss
10. Influencing Difficult Subordinates
11. Team, Task Force, or Committee
12. Influencing Colleagues
13. Initiating or Leading

PART IV. Additional Resources
14. Extended Case Examples Available on the Web
15. End User License Agreement

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