Influence Without Authority

323 Pages·2017·3.708 MB·English

by  Allan R. Cohen, David L. Bradford

I N F L U E N C E
W I T H O U T
A U T H O R I T Y

I N F L U E N C E
W I T H O U T
A U T H O R I T Y
THIRD EDITION
ALLAN R. COHEN | DAVID L. BRADFORD
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LibraryofCongressCataloging-in-PublicationData:
Names:Cohen,AllanR.,author.|Bradford,DavidL.,author.

Title:Influencewithoutauthority/AllanR.CohenandDavidL.Bradford.

Description:Thirdedition.|Hoboken,NewJersey:JohnWiley&Sons,Inc.,

[2017]|Includesbibliographicalreferencesandindex.|
Identifiers:LCCN2017020942(print)|LCCN2017033175(ebook)|ISBN
9781119347507(pdf)|ISBN9781119347514(epub)|ISBN9781119347712
(cloth)
Subjects:LCSH:Organizationaleffectiveness.|Executiveability.|
Interpersonalrelations.
Classification:LCCHD58.9(ebook)|LCCHD58.9.C642017(print)|DDC
658.4/09–dc23
LCrecordavailableathttps://lccn.loc.gov/2017020942
PrintedintheUnitedStatesofAmerica
10 9 8 7 6 5 4 3 2 1
Toourwives,JoyceandEva,

who,asourtoughestandmostsupportivecolleagues,

havetaughtustheessenceofmutualinfluence

instrategicalliances.

CONTENTS
ForewordbyAaronLevieandDanLevin ix
Acknowledgments xi
PartI
INTRODUCTION 1
Chapter1
WhyInfluence:WhatYouWillGetfromThisBook 3
PartII
THE INFLUENCE MODEL 17
Chapter2
TheInfluenceModel:TradingWhatTheyWantforWhat
You’veGot(UsingReciprocityandExchange) 19
Chapter3
GoodsandServices:TheCurrenciesofExchange 37
Chapter4
HowtoKnowWhatTheyWant:UnderstandingTheirWorlds
(andtheForcesActingonThem) 57
Chapter5
YouHaveMoretoOfferThanYouThinkIfYouKnow
YourGoals,Priorities,andResources 77
Chapter6
BuildingEffectiveRelationships:TheArtofFindingand
DevelopingYourAllies 95
vii
viii CONTENTS
Chapter7
StrategiesforMakingMutuallyProfitableTrades 113
PartIII
PRACTICAL APPLICATIONS OF INFLUENCE 137
Chapter8
GenderandInfluence:BeyondStereotypes
(Coauthor,NanLangowitz) 139
Chapter9
InfluencingYourBoss 165
Chapter10
WorkingCross-Functionally:LeadingandInfluencingaTeam,
TaskForce,orCommittee 183
Chapter11
InfluencingOrganizationalGroups,Departments,andDivisions 193
Chapter12
CanYouHearMe:InfluencingataDistance 205
Chapter13
InfluencingDifficultColleagues 225
Chapter14
InitiatingorLeadingMajorChange 233
Chapter15
UnderstandingandOvercomingOrganizationalPolitics 249
Chapter16
Hardball:EscalatingtoTougherStrategiesWhenYouCan
NoLongerCatchFlieswithHoney 263
AppendixA:ExtendedCaseExamplesandSupplementaryMaterial
AvailableontheWeb 279
AppendixB:AdditionalResources 285
Notes 287
Index 295