Actions for Influence without authority

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Influence without authority / Allan R. Cohen, David L. Bradford

Author
Cohen, Allan R.
Published
Hoboken, New Jersey : John Wiley & Sons, Inc., [2017]
Edition
Third edition.
Physical Description
1 online resource
Additional Creators
Bradford, David L.
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Contents
Title Page; Copyright; Dedication; Foreword; Acknowledgments; Part I: Introduction; Chapter 1: Why Influence: What You Will Get from This Book; Sachin Bhat Is Asked to Step In; Why an Influence Model?; Barriers to Influence; Overcome the Barriers: Use an Influence Model to Guide You; Plan, But Do Not Come Across as Self-Seeking; Get "Two for the Price of One"; The Book's Organization; Notes; Part II: The Influence Model; Chapter 2: The Influence Model: Trading What They Want for What You've Got (Using Reciprocity and Exchange); Ignore the Law of Reciprocity at Your Peril., Exchange: The Art of Give and Take That Permeates All Influence TacticsThe Cohen-Bradford Influence without Authority Model; Self-Created Barriers to Influencing; Notes; Chapter 3: Goods and Services: The Currencies of Exchange; Coin of the Realm: The Concept of Currencies; Frequently Valued Currencies; Some Cautions; Using Currencies: Complexities and Restrictions; Expanding Your "Currency Pool"; Self-Traps in Using Currencies; Pay in the Currency Others Value, Not Just What You Would Value; Resenting Having to Go Out of the Way; A Word of Warning: Beware False Advertising., Last Word: Some Currencies Really Are Not ConvertibleNotes; Chapter 4: How to Know What They Want: Understanding Their Worlds (and the Forces Acting on Them); Two Forces That Can Explain All Behavior; How to Know What Might Be Important to the Other Person; The Potential Ally's Environment; Where Are They Headed? Career Aspirations and Personal Background; The Potential Ally's Worries; Gathering Real-Time Data about the World of Others; Just Because It Waddles and Quacks Like a Duck Doesn't Mean It's a Duck: The Dangers of Stereotyping., Barriers to Acting on Knowledge of the Worlds of Important StakeholdersThe "Selective Confirmation" Bias; Further Decreases in Interaction; Alternatives to Creating Distance and Limiting Influence; I Thought You'd Never Ask: Using Direct Inquiry as an Alternative; Conclusion: Barriers to Understanding the World of Others; Notes; Chapter 5: You Have More to Offer Than You Think If You Know Your Goals, Priorities, and Resources; Power Sources: You Are Plugged In; What Do You Want Anyway? Gaining Clarity on Your Objectives; What Are Your Primary Goals and What Are Secondary?, and Personal Factors That Get in the WayReframing a Personal Need into a Possible Benefit to the Boss; (Jim and Wes); Note; Chapter 6: Building Effective Relationships: The Art of Finding and Developing Your Allies; Relationships Matter; Dealing With the Situation When the Relationship Is Bad; When to Proceed with a Task or Initiate a Direct Discussion to Improve a Relationship; Conclusion; Chapter 7: Strategies for Making Mutually Profitable Trades; Planning Your Strategies for Exchange; Free-Market Trades: Clear Mutual Gain; Showing How Cooperation Helps the Potential Ally Achieve Goals.
Summary
Get what you need to achieve your objectives and produce results Influence Without Authority 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. 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. Get what you need from the people who have it through mutual exchange Think in terms of interest, and pinpoint the "currencies" other people trade in Apply the Exchange Model across entire organizations to lead major change Learn practical real-world strategies for influencing those you do not control 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. Influence Without Authority provides a proven model for success in this new environment, with expert guidance for real-world application.
Subject(s)
ISBN
9781119347514 (electronic book)
1119347513 (electronic book)
9781119347507 (electronic book)
1119347505 (electronic book)
9781119347712 (hardcover)
Digital File Characteristics
text file
Bibliography Note
Includes bibliographical references and index.
Copyright Note
Copyright © Wiley 2017
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