Influence Without Authority, 3rd Edition
- 12h 30m 27s
- Allan R. Cohen, David L. Bradford
- Gildan Media
- 2024
Influence Without Authority is the classic guide to getting what you need from people you don't control. 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 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 to reflect the changing face of the workplace, and includes new examples and information on geographically dispersed virtual teams.
- 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
The ability to influence those not under your authority is becoming ever more valuable. Influence Without Authority provides a proven model for success in this new environment, with expert guidance for real-world application.
About the Author
ALLAN R. COHEN is Distinguished Professor of Global Leadership at Babson College, in residence at the San Francisco campus. He has consulted on organizational change and leadership at a wide variety of organizations, including GE, Polaroid, IBM, and F/P Private Equity, and holds MBA and DBA degrees from Harvard Business School.
DAVID L. BRADFORD is Senior Lecturer on Organizational Behavior Emeritus at Stanford Graduate School of Business and former Director of Stanford’s Executive Program in Leadership. He has consulted for a wide array of companies, including Frito-Lay, Levi Strauss & Co., NetLedger, AutoDesk and the Whitney Museum of American Art.
Cohen and Bradford are the authors of Managing for Excellence and Power Up, both from Wiley.
In this Audiobook
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Foreword
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Chapter 1 - Why Influence: What You Will Get from This Book
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Chapter 2 - The Influence Model: Trading What They Want for What You've Got (Using Reciprocity and Exchange)
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Chapter 3 - Goods and Services: The Currencies of Exchange
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Chapter 4 - How to Know What They Want: Understanding Their Worlds (and the Forces Acting on Them)
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Chapter 5 - You Have More to Offer Than You Think If You Know Your Goals, Priorities, and Resources
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Chapter 6 - Building Effective Relationships: The Art of Finding and Developing Your Allies
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Chapter 7 - Strategies for Making Mutually Profitable Trades
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Chapter 8 - Gender and Influence: Beyond Stereotypes (Coauthor, Nan Langowitz)
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Chapter 9 - Influencing Your Boss
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Chapter 10 - Working Cross-Functionally: Leading and Influencing a Team, Task Force, or Committee
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Chapter 11 - Influencing Organizational Groups, Departments, and Divisions
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Chapter 12 - Can You Hear Me: Influencing at a Distance
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Chapter 13 - Influencing Difficult Colleagues
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Chapter 14 - Initiating or Leading Major Change
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Chapter 15 - Understanding and Overcoming Organizational Politics
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Chapter 16 - Hardball: Escalating to Tougher Strategies When You Can No Longer Catch Flies with Honey
