Influence without authority
By: Allan R. Cohen, David L. Bradford
Contributors: Bradford, David L., author
Edition: Third edition.
Published: 2017
Language: eng
Number of pages: 306
ISBN-13: 9781119347712
Subjects: Executive ability; Interpersonal relations; Organizational effectiveness
Notes: Includes bibliographical references (pages 287-293) and index.
Table of contents: title: Why influence: what you will get from this book; title: The influence model : trading what they want for what you've got (using reciprocity and exchange); title: Goods and services : the currencies of exchange; title: How to know what they want : understanding their worlds (and the forces acting on them); title: You have more to offer than you think if you know your goals, priorities and resources; title: Building effective relationships : the art of finding and developing your allies; title: Strategies for making mutually profitable trades; title: Gender and influence: beyond stereotypes (coauthor, Nan Langowitz); title: Influencing your boss; title: Working cross-functionally : leading and influencing a team, task force or committee; title: Influencing organizational groups, departments and divisions; title: Can you hear me: influencing at a distance; title: Influencing difficult colleagues; title: Initiating or leading major change; title: Understanding and overcoming organizational politics; title: Hardball : escalating to tougher strategies when you can no longer catch flies with honey.