Influence Without Authority - Hardcover

Über die Autorin bzw. den Autor

ALLAN R. COHEN is Edward A. Madden Distinguished Professor of Global Leadership and Director of Corporate Entrepreneurship at Babson College, where he specializes in leadership and transforming organizations. He holds MBA and DBA degrees from Harvard Business School and has consulted for such organizations as GE, Polaroid, IBM, and Toshiba.

DAVID L. BRADFORD is Senior Lecturer on Organizational Behavior at Stanford Graduate School of Business and Director of Stanford's Executive Program in Leadership. He has consulted for such organizations as Frito-Lay, Levi Strauss & Co., and the Whitney Museum of American Art.

Cohen and Bradford are also the authors of Managing for Excellence and Power Up, both from Wiley.

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The Classic Guide to Influence

Now Fully Revised & Updated!

"If you want to be a successful leader at any level, you must learn the mastery of managers and groups without using formal authority. You need the ideas and skills this book delivers."
—Ram Charan, author of the bestselling books Execution and Confronting Reality

"This book manages to do the near impossible...It draws on the wisdom of good leadership studies to provide tools to influence people and events at work regardless of the positions we hold."
—Professor Jeffrey Sonnenfeld, Associate Dean Yale School of Management

"In its first edition, Influence Without Authority established itself as a useful guidebook to modern organization practice. With the added content of this new edition it becomes a 'bible'!"
—Len Schlesinger, Vice Chairman and COO Limited Brands

Even more relevant now than it was when it was first published more than a decade ago, Influence Without Authority, Second Edition is the classic guide to getting things done with colleagues, customers, and management—any situation in which you are not in charge, but must get results. This new edition also includes guidelines for applying the powerful Exchange Model to:
— Influencing a team, task force, or committee
— Influencing departments and divisions
— Initiating or leading major change
— Using Indirect influence
— Overcoming organizational politics
— Playing hardball—when you can no longer catch flies with honey

Influence Without Authority, Second Edition offers a reliable, time-tested plan for getting cooperation from those who command the resources, information, or support you need. The authors show you how to negotiate using the currencies people value most in their own day-to-day work life, so you can turn anyone into an ally. With powerful techniques for cutting through interpersonal and interdepartmental barriers, this business classic shows you how to achieve your goals by motivating people over whom you have no authority.

Aus dem Klappentext

At some point, almost all of us will find ourselves in the same bind at work: we know what needs to be done and how to do it, but we can't get the right people on board. The risk is allowing frustration to become resignation—or unproductive retaliation. Fortunately, the new and improved Influence Without Authority, Second Edition offers a proven, effective model for breaking through the impasse and building an environment of collaboration, mutual assistance, and real achievement.

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.