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Description and Reviews  Reader's Index  About the Author  Table of Contents  Customer Reviews  Find Similar Items See Also:  Business SITE INDEX LeaderShop: Main Page Title Index A-K Title Index L-Z Becoming a Leader Biography Business Family Life Harvard Business School Press Personal Development Reference Browse by Author Order Form Privacy Shipping ---------------------- LeadershipNow: Main Page LeadingArticles LeadershipMinute LeadingThoughts ---------------------- Contact Us: Communicore Secure Online Ordering Guaranteed!		Influence without Authority / 2nd Edition Allan R Cohen and David L Bradford Retail Price: $34.95 LS Price: $23.75 You Save: $11.20 (32%) Availability: Usually ships within 24 hours Format: Hardcover, 320pp. ISBN: 9780471463306 Publisher: John Wiley & Sons Pub. Date: March 18, 2005 • 2nd Edition Average Customer Review:   Order This Book!   Secure Order Guarantee Item No: 9780471463306 Description and Reviews From The Publisher: The revised edition of a classic text on getting things done when you are not in charge In organizations today, getting work done requires political and collaborative skills. That’s why the first edition of this book sold over 70,000 copies and 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 business partners, managers, colleagues, clients, or groups who command the resources, information, or potential support you need. They discuss how to negotiate mutually beneficial exchanges–how to think in terms of the interests of potential partners and how to determine the "currencies" you can trade with them. 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.   Reader's Index  Send us your favorite quotes or passages from this book.   About the Author Allan Cohen (Lexington, MA) is the Edward A. Madden Distinguished Professor of Global Leadership at Babson College, Wellesley, Massachusetts. David L. Bradford (Berkeley, CA) teaches at Stanford University’s Graduate School of Business and is Dean of their Executive Program on Leadership and Power. Table of Contents I.  INTRODUCTION Why influence: what you will get from this book  II.   THE INFLUENCE MODEL 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 Offer Than 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 III.  PRACTICAL APPLICATIONS OF INFLUENCE 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 Appendix A: Extended Case Examples Available On the Web Appendix B: Additional Resources Customer Reviews Write your own online review. Find Items On Similar Subjects Influencing Up Not Bosses but Leaders Getting It Done: How to Lead When You're Not in Charge

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