Table Of Content

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 Coverdesign:Wiley Copyright2017byAllanR.CohenandDavidL.Bradford.Allrightsreserved. PublishedbyJohnWiley&Sons,Inc.,Hoboken,NewJersey. PublishedsimultaneouslyinCanada. Nopartofthispublicationmaybereproduced,storedinaretrievalsystem,ortransmittedinanyformor byanymeans,electronic,mechanical,photocopying,recording,scanning,orotherwise,exceptas permittedunderSection107or108ofthe1976UnitedStatesCopyrightAct,withouteithertheprior writtenpermissionofthePublisherorauthorizationthroughpaymentoftheappropriateper-copyfee totheCopyrightClearanceCenter,222RosewoodDrive,Danvers,MA01923,(978)750-8400,fax (978)646-8600,oronthewebatwww.copyright.com.RequeststothePublisherforpermissionshould beaddressedtothePermissionsDepartment,JohnWiley&Sons,Inc.,111RiverStreet,Hoboken,NJ 07030,(201)748-6011,fax(201)748-6008,oronlineatwww.wiley.com/go/permissions. LimitofLiability/DisclaimerofWarranty:Whilethepublisherandauthorhaveusedtheirbesteffortsin preparingthisbook,theymakenorepresentationsorwarrantieswithrespecttotheaccuracyor completenessofthecontentsofthisbookandspecificallydisclaimanyimpliedwarrantiesof merchantabilityorfitnessforaparticularpurpose.Nowarrantymaybecreatedorextendedbysales representativesorwrittensalesmaterials.Theadviceandstrategiescontainedhereinmaynotbesuitable foryoursituation.Youshouldconsultwithaprofessionalwhereappropriate.Neitherthepublishernor theauthorshallbeliablefordamagesarisingherefrom. Forgeneralinformationaboutourotherproductsandservices,pleasecontactourCustomerCare DepartmentwithintheUnitedStatesat(800)762-2974,outsidetheUnitedStatesat(317)572-3993,or fax(317)572-4002. Wileypublishesinavarietyofprintandelectronicformatsandbyprint-on-demand.Somematerial includedwithstandardprintversionsofthisbookmaynotbeincludedine-booksorinprint-on­ demand.IfthisbookreferstomediasuchasaCDorDVDthatisnotincludedintheversionyou purchased,youmaydownloadthismaterialathttp://booksupport.wiley.com.Formoreinformation aboutWileyproducts,visitwww.wiley.com. 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

Description:
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
ebook img

Influence Without Authority PDF

323 Pages·2017·3.71 MB·English
by  Allan R. Cohen
Save to my drive
Quick download
Download
Upgrade Premium
Most books are stored in the elastic cloud where traffic is expensive. For this reason, we have a limit on daily download.

Preview Influence Without Authority

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 Coverdesign:Wiley Copyright2017byAllanR.CohenandDavidL.Bradford.Allrightsreserved. PublishedbyJohnWiley&Sons,Inc.,Hoboken,NewJersey. PublishedsimultaneouslyinCanada. Nopartofthispublicationmaybereproduced,storedinaretrievalsystem,ortransmittedinanyformor byanymeans,electronic,mechanical,photocopying,recording,scanning,orotherwise,exceptas permittedunderSection107or108ofthe1976UnitedStatesCopyrightAct,withouteithertheprior writtenpermissionofthePublisherorauthorizationthroughpaymentoftheappropriateper-copyfee totheCopyrightClearanceCenter,222RosewoodDrive,Danvers,MA01923,(978)750-8400,fax (978)646-8600,oronthewebatwww.copyright.com.RequeststothePublisherforpermissionshould beaddressedtothePermissionsDepartment,JohnWiley&Sons,Inc.,111RiverStreet,Hoboken,NJ 07030,(201)748-6011,fax(201)748-6008,oronlineatwww.wiley.com/go/permissions. LimitofLiability/DisclaimerofWarranty:Whilethepublisherandauthorhaveusedtheirbesteffortsin preparingthisbook,theymakenorepresentationsorwarrantieswithrespecttotheaccuracyor completenessofthecontentsofthisbookandspecificallydisclaimanyimpliedwarrantiesof merchantabilityorfitnessforaparticularpurpose.Nowarrantymaybecreatedorextendedbysales representativesorwrittensalesmaterials.Theadviceandstrategiescontainedhereinmaynotbesuitable foryoursituation.Youshouldconsultwithaprofessionalwhereappropriate.Neitherthepublishernor theauthorshallbeliablefordamagesarisingherefrom. Forgeneralinformationaboutourotherproductsandservices,pleasecontactourCustomerCare DepartmentwithintheUnitedStatesat(800)762-2974,outsidetheUnitedStatesat(317)572-3993,or fax(317)572-4002. Wileypublishesinavarietyofprintandelectronicformatsandbyprint-on-demand.Somematerial includedwithstandardprintversionsofthisbookmaynotbeincludedine-booksorinprint-on­ demand.IfthisbookreferstomediasuchasaCDorDVDthatisnotincludedintheversionyou purchased,youmaydownloadthismaterialathttp://booksupport.wiley.com.Formoreinformation aboutWileyproducts,visitwww.wiley.com. 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

Description:
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
See more

The list of books you might like

Upgrade Premium
Most books are stored in the elastic cloud where traffic is expensive. For this reason, we have a limit on daily download.
DMCA & Copyright: Dear all, most of the website is community built, users are uploading hundred of books everyday, which makes really hard for us to identify copyrighted material, please contact us if you want any material removed.
Copyright @ PDFdrive.to, 2022 | We love our users