Influence Without Authority, Second Edition

  • 6h 30m
  • Allan R. Cohen, David L. Bradford
  • John Wiley & Sons (US)
  • 2005

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.

About the Authors

ALLAN R. COHEN is Edward A. Madden Distinguished Professor of Global Leadership and Director of Corporate Entrepreneurship at Babson College, where he specializes in leadership and transforming organizations. He holds MBA and DBA degrees from Harvard Business School and has consulted for such organizations as GE, Polaroid, IBM, and Toshiba.

DAVID L. BRADFORD is Senior Lecturer on Organizational Behavior at Stanford Graduate School of Business and Director of Stanford's Executive Program in Leadership. He has consulted for such organizations as Frito-Lay, Levi Strauss & Co., and the Whitney Museum of American Art.

Cohen and Bradford are also the authors of Managing for Excellence and Power Up, both from Wiley.

In this Book

  • Influence without Authority, Second Edition
  • Why Influence: What You Will Get from This Book
  • The Influence Model: Trading What They Want for What You’ve Got (Using Reciprocity and Exchange)
  • Goods and Services: The Currencies of Exchange
  • How to Know What They Want: Understanding Their Worlds (and the Forces Acting on Them)
  • You Have More to Offerthan You Think if You Know Your Goals, Priorities, and Resources (The Dirty Little Secret about Power)
  • Building Effective Relationships: The Art of Finding and Developing Your Allies
  • Strategies for Making Mutually Profitable Trades
  • Influencing Your Boss
  • Influencing Difficult Subordinates
  • Working Cross Functionally: Leading and Influencing a Team, Task Force, or Committee
  • Influencing Organizational Groups, Departments, and Divisions
  • Influencing Colleagues
  • Initiating or Leading Major Change
  • Indirect Influence
  • Understanding and Overcoming Organizational Politics
  • Hardball: Escalating to Tougher Strategies When You Can No Longer Catch Flies with Honey