THE REVISED AND UPDATED THIRD EDITION OF THE CLASSIC BOOK CONTAINS A UNIVERSAL MODEL OF HOW TO INFLUENCE SOMEONE YOU DON'T CONTROL Leadership gurus Allan Cohen and David Bradford offer a proven model for getting the help you need from those that control the resources, information, or support necessary for you to succeed. No matter where you stand on your organization's ladder, Influence Without Authority, Third Edition gives you a useful model and the practical strategies for influencing your colleagues, managers, or customers in order to meet your goals. "Must-read for current and future business leaders! Allan Cohen and David Bradford beautifully take their influence model to the next level addressing critical factors like gender stereotypes and mastering influence at a distance. In today's ever-changing and complex business environment, Influence Without Authority offers leaders a concise model for breaking down barriers to success and building winning teams."
-Deborah DiSanzo, General Manager, IBM Watson Health "Nothing gets done without collaboration and influence. This book is filled with ideas anyone can pick up and run with, making things happen day in and day out."
-James Park, CEO and Co-Founder, Fitbit From the Foreword: "The ideas in this book lie at the heart of our success as a business, and at the heart of the design of our service-which enables coworkers to easily collaborate around documents and other forms of content so that they can work together without hierarchy or information bottlenecks. Influence is the foundation of success in the modern world of business and this book is a straightforward guide. We rely on it, we teach it, and you should, too."
-Aaron Levie, CEO, Box Inc. , and Dan Levin, COO, Box Inc.
Inhaltsverzeichnis
Foreword ix
by Aaron Levie and Dan Levin
Acknowledgments xi
Part I Introduction 1
Chapter 1 Why Influence: What You Will Get from This Book 3
Part II The Influence Model 17
Chapter 2 The Influence Model: Trading What They Want for What You've Got (Using Reciprocity and Exchange) 19
Chapter 3 Goods and Services: The Currencies of Exchange 37
Chapter 4 How to Know What They Want: Understanding Their Worlds (and the Forces Acting on Them) 57
Chapter 5 You Have More to Offer Than You Think If You Know Your Goals, Priorities, and Resources 77
Chapter 6 Building Effective Relationships: The Art of Finding and Developing Your Allies 95
Chapter 7 Strategies for Making Mutually Profitable Trades 113
Part III Practical Applications of Influence 137
Chapter 8 Gender and Influence: Beyond Stereotypes (Coauthor, Nan Langowitz) 139
Chapter 9 Influencing Your Boss 165
Chapter 10 Working Cross-Functionally: Leading and Influencing a Team, Task Force, or Committee 183
Chapter 11 Influencing Organizational Groups, Departments, and Divisions 193
Chapter 12 Can You Hear Me: Influencing at a Distance 205
Chapter 13 Influencing Difficult Colleagues 225
Chapter 14 Initiating or Leading Major Change 233
Chapter 15 Understanding and Overcoming Organizational Politics 249
Chapter 16 Hardball: Escalating to Tougher Strategies When You Can No Longer Catch Flies with Honey 263
Appendix A: Extended Case Examples and Supplementary Material Available on the Web 279
Appendix B: Additional Resources 285
Notes 287
Index 295
