Influence without authority

by Cohen, Allan R.

Type Book

Rate 0.0 /5

Details

Files

Reviews

Download

Title Statements

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

Edition Statements

Publication Date:c2005.
Edition:2nd ed

Publication Statements

Publisher(s):Wiley
Place of Publication:Hoboken, N.J
Language:eng
Publication Date:c2005.

The Physical Object

Description:x, 310 p. : : ill. ; : 24 cm.

Edition Identifiers

ISBN:0471726427, 9780471726425
oclc:on1296615854
LC Classification:HD58.9
Dewey Decimal:658.4/09

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 : es…