Synopses & Reviews
The Classic Guide to Influence
Now Fully Revised &Updated!
"If you want to be a successful leader at any level, you must learn the mastery of managers and groups without using formal authority. You need the ideas and skills this book delivers."
Ram Charan, author of the bestselling books Execution and Confronting Reality
"This book manages to do the near impossible...It draws on the wisdom of good leadership studies to provide tools to influence people and events at work regardless of the positions we hold."
Professor Jeffrey Sonnenfeld, Associate Dean Yale School of Management
"In its first edition, Influence Without Authority established itself as a useful guidebook to modern organization practice. With the added content of this new edition it becomes a 'bible'!"
Len Schlesinger, Vice Chairman and COO Limited Brands
Even more relevant now than it was when it was first published more than a decade ago, Influence Without Authority, Second Edition is the classic guide to getting things done with colleagues, customers, and managementany situation in which you are not in charge, but must get results. This new edition also includes guidelines for applying the powerful Exchange Model to:
Influencing a team, task force, or committee
Influencing departments and divisions
Initiating or leading major change
Using Indirect influence
Overcoming organizational politics
Playing hardballwhen you can no longer catch flies with honey
Influence Without Authority, Second Edition offers a reliable, time-tested plan for getting cooperation from those who command the resources, information, or support you need. The authors show you how to negotiate using the currencies people value most in their own day-to-day work life, so you can turn anyone into an ally. With powerful techniques for cutting through interpersonal and interdepartmental barriers, this business classic shows you how to achieve your goals by motivating people over whom you have no authority.
Today, professionals and managers experience great increases in responsibility without parallel increases in authority. It shows how to attain cooperation from other managers who command resources, information, or potential support but who are not required to collaborate. Discusses how to negotiate exchanges to get what you need to get the work done—especially how to think in terms of the interests of fellow managers and workers and the ``currencies these people trade in. Shows subordinates how to get support from superiors and collaboration from peers, how to take responsibility, get challenging tasks, and cultivate appropriate work conditions.
In organizations today, getting work done requires political and collaborative skills. That’s why the first edition of this book 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 those over whom you have no official authority by offering them help in the form of the “currencies” they value. 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.
'At some point, almost all of us will find ourselves in the same bind at work: we know what needs to be done and how to do it, but we can\'t get the right people on board. The risk is allowing frustration to become resignationor unproductive retaliation. Fortunately, the new and improved Influence Without Authority, Second Edition offers a proven, effective model for breaking through the impasse and building an environment of collaboration, mutual assistance, and real achievement.
Leadership gurus Allan Cohen and David Bradford explain how to coax cooperation from the people who control the resources, information, or support you need to succeed. You\'ll learn how to get past your restrictive assumptions, figure out the interests and needs of potential partners, and negotiate mutually beneficial exchanges that help you both achieve your goals. It\'s a powerful and proven way to cut through interpersonal and interdepartmental barriers to turn coworkers and competitors into allies.
This new Second Edition adds clarity, depth, and insight with new chapters on applying the Exchange Model to entire organizations, making it even more useful for team leaders and managers. It includes many more practical applications such as working cross-functionally, leading major change initiatives, using direct influence, and overcoming organizational politics.
No matter what your organizational position, or what kinds of clients and customers you deal with, part of your success depends on being able to influence people over whom you have no formal control. Influence Without Authority, Second Edition presents a clear model and effective, practical strategies for convincing and influencing those around you in order to accomplish important workplace goalsto the benefit of you, your colleagues, and your organization. '
Includes bibliographical references (p. 307-314) and index.
Table of Contents
Partial table of contents:
Influence and the New World of Work.
The Law of Reciprocity: Exchange as the Basis for Influence.
The Power of Mutual Exchange: Getting What You Want and Giving Others What They Need.
Goods and Services: The Currencies of Exchange.
Knowing What They Want: Understanding the World of Your Allies.
You Are More Powerful Than You Think: Understanding Your Own World.
Building Effective Relationships: The Art of Finding and Developing Your Allies.
Lessons from a Determined Influencer: The Rise, Fall--and Eventual Resurrection--of Monica Ashley and ``Project Hippocrates.
Becoming a Partner with Your Boss: Influence Without Authority Raised to the Highest Level.
When You Can No Longer Catch Flies with Honey: Hardball Strategies for Influence.