desmond elliott 2017
Search our site
Are You Sleeping by Kathleen Barber Read the opening extract of the brand new Kathleen Barber book before its publication on 27/12/2017

Influence Without Authority by Allan R. Cohen, David L. Bradford
  

Synopsis

Influence Without Authority by Allan R. Cohen, David L. Bradford

Get what you need to achieve your objectives and produce results Influence Without Authority 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. This 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. Get what you need from the people who have it through mutual exchangeThink in terms of interest, and pinpoint the currencies other people trade inApply the Exchange Model across entire organizations to lead major change Learn practical real-world strategies for influencing those you do not control The 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. Influence Without Authority provides a proven model for success in this new environment, with expert guidance for real-world application.

About the Author

ALLAN R. COHEN is Distinguished Professor of Global Leadership at Babson College, in residence at the San Francisco campus. He has consulted on organizational change and leadership at a wide variety of organizations, including GE, Polaroid, IBM, and F/P Private Equity, and holds MBA and DBA degrees from Harvard Business School. DAVID L. BRADFORD is Senior Lecturer on Organizational Behavior Emeritus at Stanford Graduate School of Business and former Director of Stanford's Executive Program in Leadership. He has consulted for a wide array of companies, including Frito-Lay, Levi Strauss & Co., NetLedger, AutoDesk and the Whitney Museum of American Art. Cohen and Bradford are the authors of Managing for Excellence and Power Up, both from Wiley.

More books by this author
Author 'Like for Like' recommendations

Loading other formats...

Book Info

Publication date

22nd September 2017

Author

Allan R. Cohen, David L. Bradford

More books by Allan R. Cohen, David L. Bradford
Author 'Like for Like'
    recommendations

Publisher

John Wiley & Sons Inc

Format

Hardback
320 pages

Categories

Business negotiation
Management & management techniques

ISBN

9781119347712

Lovereading tells me about new books before they hit the shelves, lets me find other authors I may like and has great prize draws!

Sheila Dale

Lovereading is like booking a holiday, you don't know what it will be like and it is a whole new experience.

Sue Burton

My horizons have been broadened by some of the books I have been lucky to review and I expect it to be no different in the future.

Daran Bellingham

I read new, exciting writers and established authors before publication and there is a great website full of brilliant books and opinions.

Lynda

I love that Lovereading handpicks very special debut reads.

Magda North

Love Reading - it not only does what it says on the tin, it does it with Jam on!!

Maz Tucker

A well laid out site, I love the fact that is separates paranormal fiction from fantasy and horror, which other sites don't.

Jen Rainbow

Lovereading has all the new books and also suggestions for 'similar' authors whilst waiting for your favourites new books.

Carol Peace

Lovereading4kids

Lovereading4schools