Influence Without Authority - 3rd Edition by Allan R Cohen & David L Bradford (Hardcover)
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<p/><br></br><p><b> Book Synopsis </b></p></br></br><p><b>Get what you need to achieve your objectives and produce results</b></p> <p><i>Influence Without Authority</i> 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.</p> <p>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.</p> <ul> <li>Get what you need from the people who have it through mutual exchange</li> <li>Think in terms of interest, and pinpoint the currencies other people trade in</li> <li>Apply the Exchange Model across entire organizations to lead major change</li> </ul> <ul> <li>Learn practical real-world strategies for influencing those you do not control</li> </ul> <p>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. <i>Influence Without Authority</i> provides a proven model for success in this new environment, with expert guidance for real-world application.</p><p/><br></br><p><b> From the Back Cover </b></p></br></br><p>Len Schlesinger called the <i>Second Edition</i> "a bible [for] modern organizational practice." Jeffrey Sonnenfeld said it accomplished "the near impossible." Now, the <i>Third Edition</i> tops that. <i>Influence Without Aut</i>hority is the classic resource, revised and updated to reflect today's business environment. New chapters on influence and gender, and influence at a distance, enrich your perspective. The authors offer a proven strategy for getting desired results when you can't order cooperation. Applying the winning concept of influence without explicit authority enables you to get things done with colleagues, customers, and management who have their own agendas. <p><i>Influence Without Authority</i> shows what it takes to move others to accomplish important objectives, in a way that benefits them as well as you and your organization. The book's proven model builds on ways of working that you already know and use, though abandon when dealing with particularly difficult individuals, groups, or organizations. The authors walk you through techniques that will help overcome the things that get in your way of influencing in problematic situations and offer an approach that can dramatically increase your ability to complete even complex projects. <p>The model outlined is based on a universal principle of interaction social scientists call the Law of Reciprocity. The steps are simple: assume everyone is a potential ally; clarify your goals and priorities; diagnose the world of the other person; identify relevant currencies, theirs, yours; deal with relationships; and influence through give and take. Implementation can be complex. <p><i>Influence Without Authority</i> will give you the inside track for learning how to influence a team, task force, or committee as well as departments and divisions. Learn how to overcome organizational politics and initiate or lead major change. Although a positive, win-win approach is the best starting point, you will also discover how to play hardball when you can no longer 'catch flies with honey.' <p>The revised <i>Third Editio n</i> is filled with illustrative new examples from high-tech companies and contains important information about geographically dispersed virtual teams (including international teams) that addresses the often complex issues of communication, technology, and media. <p>Influence is the foundation of success in the modern world of organizations; <i>Influence Without Authority</i> is the simple yet sophisticated guide to achieving your goals.<p/><br></br><p><b> About the Author </b></p></br></br><p><b>ALLAN R. COHEN</b> is Distinguished Professor of Global Leadership at Babson College, in residence at the San Francisco campus. He has consulted on organizational change and leadership at a wide variety of organizations, including GE, Polaroid, IBM, and F/P Private Equity, and holds MBA and DBA degrees from Harvard Business School. <p><b>DAVID L. BRADFORD</b> is<b></b> Senior Lecturer on Organizational Behavior Emeritus at Stanford Graduate School of Business and former Director of Stanford's Executive Program in Leadership. He has consulted for a wide array of companies, including Frito-Lay, Levi Strauss & Co., NetLedger, AutoDesk and the Whitney Museum of American Art. <p>Cohen and Bradford are the authors of <i>Managing for Excellence</i> and <i>Power Up</i>, both from Wiley.
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