Book : Influence Without Authority - Cohen, Allan R.

-Titulo Original : Influence Without Authority

-Fabricante :

Wiley

-Descripcion Original:

Get what you need to achieve your objectives and produce resultsInfluence Without Authority is the classic guide to getting what you need from people you dont 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-thats their currency, and its 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 changeLearn practical real-world strategies for influencing those you do not controlThe 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. From the Inside Flap 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 todays 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 cant 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 books 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.