{"product_id":"influence-without-authority-isbn-9781119347712","title":"Influence Without Authority","description":"\u003cp\u003e\u003cb\u003eGet what you need to achieve your objectives and produce results\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003e\u003ci\u003eInfluence Without Authority\u003c\/i\u003e 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 Exchange Model, in which you get what you need by offering something of value in return. The key lies in knowing what the other person values—that's their \"currency,\" and it's your immediate tool for coaxing their cooperation. This model has been proven over decades, as organizations around the world have turned away from frustration and resignation toward collaboration and results. This book shows you how to implement the Exchange Model at the personal, team, and organizational level to raise the bar for performance and leadership.\u003c\/p\u003e \u003cp\u003eThis new third edition has been updated reflect the changing face of the workplace, and includes new examples and information on geographically dispersed virtual teams. Supplementary materials facilitate classroom and training use with discussions, role-play, videos, and other ancillaries that deepen understanding and promote practical application.\u003c\/p\u003e \u003cul\u003e \u003cli\u003eGet what you need from the people who have it through mutual exchange\u003c\/li\u003e \u003cli\u003eThink in terms of interest, and pinpoint the \"currencies\" other people trade in\u003c\/li\u003e \u003cli\u003eApply the Exchange Model across entire organizations to lead major change\u003c\/li\u003e \u003c\/ul\u003e \u003cul\u003e \u003cli\u003eLearn practical real-world strategies for influencing those you do not control\u003c\/li\u003e \u003c\/ul\u003e \u003cp\u003eThe ability to influence those not under your authority is becoming ever more valuable. Organizations are flattening, and outside contractors are taking on larger roles than ever before—getting results now means lateral cooperation, often across borders, time zones, organizations, and more. \u003ci\u003eInfluence Without Authority\u003c\/i\u003e provides a proven model for success in this new environment, with expert guidance for real-world application.\u003c\/p\u003e \u003cp\u003eForeword ix\u003cbr\u003eby \u003ci\u003eAaron Levie\u003c\/i\u003e and \u003ci\u003eDan Levin\u003c\/i\u003e\u003c\/p\u003e \u003cp\u003eAcknowledgments xi\u003c\/p\u003e \u003cp\u003e\u003cb\u003ePart I Introduction 1\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eChapter 1 Why Influence: What You Will Get from This Book 3\u003c\/p\u003e \u003cp\u003e\u003cb\u003ePart II The Influence Model 17\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eChapter 2 The Influence Model: Trading What They Want for What You’ve Got (Using Reciprocity and Exchange) 19\u003c\/p\u003e \u003cp\u003eChapter 3 Goods and Services: The Currencies of Exchange 37\u003c\/p\u003e \u003cp\u003eChapter 4 How to Know What They Want: Understanding Their Worlds (and the Forces Acting on Them) 57\u003c\/p\u003e \u003cp\u003eChapter 5 You Have More to Offer Than You Think If You Know Your Goals, Priorities, and Resources 77\u003c\/p\u003e \u003cp\u003eChapter 6 Building Effective Relationships: The Art of Finding and Developing Your Allies 95\u003c\/p\u003e \u003cp\u003eChapter 7 Strategies for Making Mutually Profitable Trades 113\u003c\/p\u003e \u003cp\u003e\u003cb\u003ePart III Practical Applications of Influence 137\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eChapter 8 Gender and Influence: Beyond Stereotypes (Coauthor, Nan Langowitz) 139\u003c\/p\u003e \u003cp\u003eChapter 9 Influencing Your Boss 165\u003c\/p\u003e \u003cp\u003eChapter 10 Working Cross-Functionally: Leading and Influencing a Team, Task Force, or Committee 183\u003c\/p\u003e \u003cp\u003eChapter 11 Influencing Organizational Groups, Departments, and Divisions 193\u003c\/p\u003e \u003cp\u003eChapter 12 Can You Hear Me: Influencing at a Distance 205\u003c\/p\u003e \u003cp\u003eChapter 13 Influencing Difficult Colleagues 225\u003c\/p\u003e \u003cp\u003eChapter 14 Initiating or Leading Major Change 233\u003c\/p\u003e \u003cp\u003eChapter 15 Understanding and Overcoming Organizational Politics 249\u003c\/p\u003e \u003cp\u003eChapter 16 Hardball: Escalating to Tougher Strategies When You Can No Longer Catch Flies with Honey 263\u003c\/p\u003e \u003cp\u003eAppendix A: Extended Case Examples and Supplementary Material Available on the Web 279\u003c\/p\u003e \u003cp\u003eAppendix B: Additional Resources 285\u003c\/p\u003e \u003cp\u003eNotes 287\u003c\/p\u003e \u003cp\u003eIndex 295\u003c\/p\u003e  \u003cp\u003e\u003cb\u003eALLAN R. COHEN\u003c\/b\u003e is Distinguished Professor of Global Leadership at Babson College, in residence at the San Francisco campus. He has consulted on organizational change and leadership at a wide variety of organizations, including GE, Polaroid, IBM, and F\/P Private Equity, and holds MBA and DBA degrees from Harvard Business School.  \u003c\/p\u003e\u003cp\u003e\u003cb\u003eDAVID L. BRADFORD \u003c\/b\u003eis\u003cb\u003e \u003c\/b\u003eSenior Lecturer on Organizational Behavior Emeritus at Stanford Graduate School of Business and former Director of Stanford’s Executive Program in Leadership. He has consulted for a wide array of companies, including Frito-Lay, Levi Strauss \u0026amp; Co., NetLedger, AutoDesk and the Whitney Museum of American Art.  \u003c\/p\u003e\u003cp\u003eCohen and Bradford are the authors of \u003ci\u003eManaging for Excellence \u003c\/i\u003eand \u003ci\u003ePower Up\u003c\/i\u003e, both from Wiley.   \u003c\/p\u003e\u003cp\u003eLen Schlesinger called the \u003ci\u003eSecond Edition\u003c\/i\u003e “a bible [for] modern organizational practice.” Jeffrey Sonnenfeld said it accomplished “the near impossible.” Now, the \u003ci\u003eThird Edition\u003c\/i\u003e tops that. \u003ci\u003eInfluence Without Aut\u003c\/i\u003ehority is the classic resource, revised and updated to reflect today’s business environment. New chapters on influence and gender, and influence at a distance, enrich your perspective. The authors offer a proven strategy for getting desired results when you can’t order cooperation. Applying the winning concept of influence without explicit authority enables you to get things done with colleagues, customers, and management who have their own agendas. \u003c\/p\u003e\u003cp\u003e\u003ci\u003eInfluence Without Authority\u003c\/i\u003e shows what it takes to move others to accomplish important objectives, in a way that benefits them as well as you and your organization. The book’s proven model builds on ways of working that you already know and use, though abandon when dealing with particularly difficult individuals, groups, or organizations. The authors walk you through techniques that will help overcome the things that get in your way of influencing in problematic situations and offer an approach that can dramatically increase your ability to complete even complex projects. \u003c\/p\u003e\u003cp\u003eThe model outlined is based on a universal principle of interaction social scientists call the Law of Reciprocity. The steps are simple: assume everyone is a potential ally; clarify your goals and priorities; diagnose the world of the other person; identify relevant currencies, theirs, yours; deal with relationships; and influence through give and take. Implementation can be complex. \u003c\/p\u003e\u003cp\u003e\u003ci\u003eInfluence Without Authority\u003c\/i\u003e will give you the inside track for learning how to influence a team, task force, or committee as well as departments and divisions. Learn how to overcome organizational politics and initiate or lead major change. Although a positive, win-win approach is the best starting point, you will also discover how to play hardball when you can no longer ‘catch flies with honey.’ \u003c\/p\u003e\u003cp\u003eThe revised \u003ci\u003eThird Edition\u003c\/i\u003e is filled with illustrative new examples from high-tech companies and contains important information about geographically dispersed virtual teams (including international teams) that addresses the often complex issues of communication, technology, and media. \u003c\/p\u003e\u003cp\u003eInfluence is the foundation of success in the modern world of organizations; \u003ci\u003eInfluence Without Authority\u003c\/i\u003e is the simple yet sophisticated guide to achieving your goals.   \u003c\/p\u003e\u003cp\u003e\u003cb\u003eTHE REVISED AND UPDATED THIRD EDITION OF THE CLASSIC BOOK CONTAINS A UNIVERSAL MODEL OF HOW TO INFLUENCE SOMEONE YOU DON’T CONTROL\u003c\/b\u003e \u003c\/p\u003e\u003cp\u003eLeadership gurus Allan Cohen and David Bradford offer a proven model for getting the help you need from those that control the resources, information, or support necessary for you to succeed. \u003c\/p\u003e\u003cp\u003eNo matter where you stand on your organization’s ladder, \u003ci\u003eInfluence Without Authority, Third Edition\u003c\/i\u003e gives you a useful model and the practical strategies for influencing your colleagues, managers, or customers in order to meet your goals. \u003c\/p\u003e\u003cp\u003e “Must-read for current and future business leaders! Allan Cohen and David Bradford beautifully take their influence model to the next level addressing critical factors like gender stereotypes and mastering influence at a distance. In today’s ever-changing and complex business environment, \u003ci\u003eInfluence Without Authority\u003c\/i\u003e offers leaders a concise model for breaking down barriers to success and building winning teams.”\u003cbr\u003e \u003cb\u003e—Deborah DiSanzo,\u003c\/b\u003e General Manager, IBM Watson Health \u003c\/p\u003e\u003cp\u003e“Nothing gets done without collaboration and influence. This book is filled with ideas anyone can pick up and run with, making things happen day in and day out.”\u003cbr\u003e \u003cb\u003e—James Park,\u003c\/b\u003e CEO and Co-Founder, Fitbit \u003c\/p\u003e\u003cp\u003e\u003cb\u003eFrom the Foreword:\u003c\/b\u003e  \u003c\/p\u003e\u003cp\u003e“The ideas in this book lie at the heart of our success as a business, and at the heart of the design of our service—which enables coworkers to easily collaborate around documents and other forms of content so that they can work together without hierarchy or information bottlenecks. Influence is the foundation of success in the modern world of business and this book is a straightforward guide. We rely on it, we teach it, and you should, too.”\u003cbr\u003e \u003cb\u003e—Aaron Levie,\u003c\/b\u003e CEO, Box Inc., and \u003cb\u003eDan Levin,\u003c\/b\u003e COO, Box Inc.\u003c\/p\u003e","brand":"Wiley","offers":[{"title":"Default Title","offer_id":47989420490981,"sku":"NP9781119347712","price":32.0,"currency_code":"USD","in_stock":false}],"thumbnail_url":"\/\/cdn.shopify.com\/s\/files\/1\/1842\/7735\/files\/9781119347712.jpg?v=1761784034","url":"https:\/\/k12savings.com\/products\/influence-without-authority-isbn-9781119347712","provider":"K12savings","version":"1.0","type":"link"}