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Influence Without Authority

Influence Without Authority - 2nd edition

ISBN13: 978-0471463306

Cover of Influence Without Authority 2ND 05 (ISBN 978-0471463306)
ISBN13: 978-0471463306
ISBN10: 0471463302
Cover type: Hardback
Edition/Copyright: 2ND 05
Publisher: John Wiley & Sons, Inc.
Published: 2005
International: No

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Influence Without Authority - 2ND 05 edition

ISBN13: 978-0471463306

Allan R. Cohen and David L. Bradford

ISBN13: 978-0471463306
ISBN10: 0471463302
Cover type: Hardback
Edition/Copyright: 2ND 05
Publisher: John Wiley & Sons, Inc.

Published: 2005
International: No
Summary

In organizations today, getting work done requires political and collaborative skills. That's why the first edition of this book sold over 70,000 copies and has been widely adopted as a guide for consultants, project leaders, staff experts, and anyone else who does not have direct authority but who is nevertheless accountable for results. In this revised edition, leadership gurus Allan Cohen and David Bradford explain how to get cooperation from business partners, managers, colleagues, clients, or groups who command the resources, information, or potential support you need. They discuss how to negotiate mutually beneficial exchanges-how to think in terms of the interests of potential partners and how to determine the "currencies" you can trade with them. This classic work, now revised and updated, gives you powerful techniques for cutting through interpersonal and interdepartmental barriers, and motivating people to lend you their support, time, and resources.

Table of Contents

Why influence : what you will get from this book p. 3
The influence model : trading what they want for what you've got (using reciprocity and exchange) p. 15
Goods and services : the currencies of exchange p. 36
How to know that they want : understanding their worlds (and the forces acting on them) p. 56
You have more to offer than you think if you know your goals, priorities, and resources (the dirty little secret about power) p. 80
Building effective relationships : the art of finding and developing your allies p. 96
Strategies for making mutually profitable trades p. 121
Influencing your boss p. 147
Influencing difficult subordinates p. 170
Working cross functionally : leading and influencing a team, task force, or committee p. 188
Influencing organizational groups, departments, and divisions p. 200
Influencing colleagues p. 216
Initiating or leading major change p. 233
Indirect influence p. 246
Understanding and overcoming organizational politics p. 254
Hardball : escalating to tougher strategies when you can no longer catch flies with honey p. 269
Table of Contents provided by Blackwell. All Rights Reserved.
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