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 servicewhich 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.
Aaron Levie and Dan Levin
Chapter 1 Why Influence: What You Will Get from This Book
Part II—The Influence Model
Chapter 2 The Influence Model: Trading What They Want for What You’ve Got (Using Reciprocity and Exchange)
Chapter 3 Goods and Services: The Currencies of Exchange
Chapter 4 How to Know What They Want: Understanding Their Worlds (and the Forces Acting on Them)
Chapter 5 You Have More to Offer Than You Think if You Know Your Goals, Priorities, and Resources
Chapter 6 Building Effective Relationships: The Art of Finding and Developing Your Allies
Chapter 7 Strategies for Making Mutually Profitable Trades
Part III—Practical Applications of Influence
Chapter 8 Gender and Influence; Beyond Stereotypes (Co–Author, Nan Langowitz)
Chapter 9 Influencing Your Boss
Chapter 10 Working Cross Functionally: Leading and Influencing a Team, Task Force, or Committee
Chapter 11 Influencing Organizational Groups, Departments, and Divisions
Chapter 12 Can You Hear Me: Influencing at a Distance
Chapter 13 Influencing Difficult Colleagues
Chapter 14 Initiating or Leading Major Change
Chapter 15 Understanding and Overcoming Organizational Politics
Chapter 16 Hardball: Escalating to Tougher Strategies When You Can No Longer Catch Flies with Honey
Appendix A: Extended Case Examples and Other Supplementary Material Available on the Web
Appendix B: Additional Resources