Influence Without Authority - Hardcover

Allan R. Cohen

Hardcover

ISBN 10: 0471622680 ISBN 13: 9780471622680

Publisher: John Wiley & Sons Inc, 1989

Synopsis

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 goals - to the benefit of you, your colleagues, and your organization.

About this title

About the Author

David L. Bradford is Senior Lecturer on Organizational Behavior at Stanford Graduate School of Business and Director of Stanford's Executive Program in Leadership.

Reviews

This guide by management consultant Cohen and Stanford University Graduate School of Business professor Bradford skillfully demonstrates, with numerous examples, how managers and other employees can achieve their career objectives--as well as those of their companies--by forming mutually advantageous alliances. Urging patient planning of strategies, the authors offer advice on coping with turf rivalries, handling delicate inter-level relations and tips on how to bypass rules and foster managerial flexibility and innovation. Macmillan's Executive Program dual main selection; Fortune Book club alternate.
Copyright 1989 Reed Business Information, Inc.

Cohen and Bradford are business professors, the former at Babson College and the latter at Stanford, and both have extensive backgrounds in management consulting. Here, they have devised a number of scenarios to illustrate situations in which particular techniques of influencing co-workers can be utilized to effect a desired result. Very few real-world examples are employed, leaving the reader searching for some concrete applications of the techniques discussed. Consequently, the book reads more like an academic text on influence. Readers would be better served with Dale Carnegie's classic How To Win Friends and Influence People or Harvey MacKay's Swim With the Sharks Without Being Eaten Alive ( LJ 4/15/88). Recommended for academic and large public libraries.
- Richard Paustenbaugh, Indiana Univ. Libs., Bloomington
Copyright 1989 Reed Business Information, Inc.

Edition details

• Publisher: John Wiley & Sons Inc
• Publication date: 1989
• Language: English
• ISBN 10: 0471622680
• ISBN 13: 9780471622680
• Binding: Hardcover
• Edition number: 1
• Number of pages: 336