Influence without authority

**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 exchange * Think in terms of interest, and pinpoint the "currencies" other people trade in * Apply 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.

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 exchange
• Think in terms of interest, and pinpoint the "currencies" other people trade in
• Apply 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.

Foreword ixby Aaron Levie and Dan Levin Acknowledgments xi Part I Introduction 1 Chapter 1 Why Influence: What You Will Get from This Book 3 Part II The Influence Model 17 Chapter 2 The Influence Model: Trading What They Want for What You've Got (Using Reciprocity and Exchange) 19 Chapter 3 Goods and Services: The Currencies of Exchange 37 Chapter 4 How to Know What They Want: Understanding Their Worlds (and the Forces Acting on Them) 57 Chapter 5 You Have More to Offer Than You Think If You Know Your Goals, Priorities, and Resources 77 Chapter 6 Building Effective Relationships: The Art of Finding and Developing Your Allies 95 Chapter 7 Strategies for Making Mutually Profitable Trades 113 Part III Practical Applications of Influence 137 Chapter 8 Gender and Influence: Beyond Stereotypes (Coauthor, Nan Langowitz) 139 Chapter 9 Influencing Your Boss 165 Chapter 10 Working Cross-Functionally: Leading and Influencing a Team, Task Force, or Committee 183 Chapter 11 Influencing Organizational Groups, Departments, and Divisions 193 Chapter 12 Can You Hear Me: Influencing at a Distance 205 Chapter 13 Influencing Difficult Colleagues 225 Chapter 14 Initiating or Leading Major Change 233 Chapter 15 Understanding and Overcoming Organizational Politics 249 Chapter 16 Hardball: Escalating to Tougher Strategies When You Can No Longer Catch Flies with Honey 263 Appendix A: Extended Case Examples and Supplementary Material Available on the Web 279 Appendix B: Additional Resources 285 Notes 287 Index 295 "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."--Jacket Influence And The New World Of Work -- The Law Of Reciprocity: Exchange As The Basis For Influence -- The Power Of Mutual Exchange: Getting What You Want And Giving Others What They Need -- Goods And Services: The Currencies Of Exchange -- Knowing What They Want: Understanding The World Of Your Allies -- You Are More Powerful Than You Think: Understanding Your Own World -- Building Effective Relationships: The Art Of Finding And Developing Your Allies -- Exchange Strategies -- Lessons From A Determined Influencer: The Rise, Fall -- And Eventual Resurrection -- Of Monica Ashley And Project Hippocrates -- Becoming A Partner With Your Boss: Influence Without Authority Raised To The Highest Level -- When You Can No Longer Catch Flies With Honey: Hardball Strategies For Influence. Allan R. Cohen, David L. Bradford. Includes Bibliographical References (p. 307-314) And Index. In organizations today, getting work done requires political and collaborative skills. That's why the first edition of this book 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 those over whom you have no official authority by offering them help in the form of the "currencies" they value. 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. Offering readers ways which ensure that they get ahead at work, this book aims to provide powerful techniques for cutting through inter-personal and inter-departmental barriers and motivating others to offer support, time and resources. Offers new techniques for cutting through interpersonal and departmental barriers, and motivating people over whom you have no authority to lend you their support and share their valuable time and resources