{"product_id":"influence-without-authority-hardback-9781119347712","title":"Influence Without Authority (Hardback) 9781119347712","description":"\u003cfont face=\"Georgia\"\u003e\r\n\u003cp\u003e\u003cfont size=\"6\"\u003eInfluence Without Authority\u003c\/font\u003e\u003cbr\u003e\r\n\r\n\r\n\r\n\r\n\r\n\u003c\/p\u003e\n\u003cp\u003e\u003cfont size=\"4\"\u003eAllan R. Cohen (Author), David L. Bradford (Author)\u003c\/font\u003e\u003c\/p\u003e\r\n\r\n\u003cp\u003e\u003cfont size=\"3\"\u003e9781119347712, Wiley\u003c\/font\u003e\u003c\/p\u003e\r\n\r\n\u003cp\u003e\u003cfont size=\"3\"\u003eHardback, published 24 November 2017\u003c\/font\u003e\u003c\/p\u003e\r\n\r\n\u003cp\u003e\u003cfont size=\"3\"\u003e320 pages\u003cbr\u003e23.4 x 15 x 3.3 cm, 0.522 kg\u003c\/font\u003e\u003c\/p\u003e\r\n\r\n\r\n\r\n\r\n\r\n\u003cp align=\"justify\"\u003e\u003cstrong\u003e\u003cfont size=\"3\"\u003e\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\u003c\/font\u003e\u003c\/strong\u003e\u003c\/p\u003e\r\n\r\n\u003cp\u003e\u003cfont size=\"3\"\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\u003c\/font\u003e\u003c\/p\u003e\r\n\r\n\u003cp\u003e\u003cfont size=\"3\"\u003eSubject Areas: Business \u0026amp; management [\u003ca title=\"See our other books on Business \u0026amp; management\" href=\"https:\/\/freshlyprintedbooks.co.uk\/search?q=%22Business%20\u0026amp;%20management%20%5BKJ%5D%22\"\u003eKJ\u003c\/a\u003e]\u003c\/font\u003e\u003c\/p\u003e\r\n\r\n\r\n\u003c\/font\u003e","brand":"Wiley","offers":[{"title":"Brand New","offer_id":52449452294424,"sku":"9781119347712","price":18.28,"currency_code":"GBP","in_stock":true}],"thumbnail_url":"\/\/cdn.shopify.com\/s\/files\/1\/0730\/2037\/5320\/files\/9781119347712.jpg?v=1785199883","url":"https:\/\/freshlyprintedbooks.co.uk\/products\/influence-without-authority-hardback-9781119347712","provider":"Freshly Printed Books","version":"1.0","type":"link"}