Influence without authority / Allan R. Cohen and David L. Bradford.
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| Format: | Book |
| Language: | English |
| Published: |
Hoboken, N.J. :
Wiley,
c2005.
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| Edition: | 2nd ed. |
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Table of 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.