- Hardcover: 320 pages
- Publisher: John Wiley & Sons; 2nd edition (15 April 2005)
- Language: English
- ISBN-10: 0471463302
- ISBN-13: 978-0471463306
- Product Dimensions: 16 x 3 x 23.6 cm
- Average Customer Review: Be the first to review this item
- Amazon Bestsellers Rank: #2,59,070 in Books (See Top 100 in Books)
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Influence Without Authority Hardcover – 15 Apr 2005
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From the Inside Flap
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.
From the Back Cover
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.See all Product description
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Most helpful customer reviews on Amazon.com
The only reason I did not give it 5 stars is because I felt that some of the topics did become redundant and the authors could have done a better job at making this book a bit more concise. Other than that I truly enjoyed this book and I have recommended this book to many colleagues and friends.
After reading this book, I understood the behaviors of others I've worked with. Culture, expectations of the boss, possible promotions, etc. really do influence behaviors of others in organizations. If you really take time to prepare and look at the stakeholders in a particular situation, and try to figure out what currencies people expect, it is easier to come to a consensus.
So many organizations today are consensus driven, it is important to understand the drivers. Sometimes these drivers, like company culture and decisions based on consensus, can cause harmful situations like "Group think" - that happened during the Challenger diaster and the defective "o" rings. Perhaps that disaster could have been diverted if the stakeholders had prepared and understood the currencies involved.