Influence without Authority

Today, professionals and managers experience great increases in responsibility without parallel increases in authority. It shows how to attain cooperation from other managers who command resources, information, or potential support but who are not required to collaborate. Discusses how to negotiate exchanges to get what you need to get the work done—especially how to think in terms of the interests of fellow managers and workers and the ``currencies'' these people trade in. Shows subordinates how to get support from superiors and collaboration from peers, how to take responsibility, get challenging tasks, and cultivate appropriate work conditions.

Len Schlesinger called the Second Edition "a bible [for] modern organizational practice." Jeffrey Sonnenfeld said it accomplished "the near impossible." Now, the Third Edition tops that. Influence Without Authority 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.

Influence Without Authority 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.

The 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.

Influence Without Authority 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.'

The revised Third Edition 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.

Influence is the foundation of success in the modern world of organizations; Influence Without Authority is the simple yet sophisticated guide to achieving your goals.