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.
Autorentext
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.
Klappentext
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 managementany 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 hardballwhen 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.
Inhalt
Part I: Introduction.
Chapter 1: Why Influence: What You Will Get from This Book.
Part II: The Influence Model.
Chapter 2: The Influence Model: Trading What They Want for What You've Got (Using Reciprocity and Exchange).
Chapter 3: Goods and Services: The Currencies of Exchange.
Chapter 4: How to Know What They Want: Understanding Their Worlds (and the Forces Acting on Them).
Chapter 5: You Have More to Offer Than You Think if You Know Your Goals, Priorities, and Resources (The Dirty Little Secret about Power).
Chapter 6: Building Effective Relationships: The Art of Finding and Developing Your Allies.
Chapter 7: Strategies for Making Mutually Profitable Trades.
Part III: Practical Applications of Influence.
Chapter 8: Influencing Your Boss.
Chapter 9: Influencing Difficult Subordinates.
Chapter 10: Working Cross Functionally: Leading and Influencing a Team, Task Force, or Committee.
Chapter 11: Influencing Organizational Groups, Departments, and Divisions.
Chapter 12: Influencing Colleagues.
Chapter 13: Initiating or Leading Major Change.
Chapter 14: Indirect Influence.
Chapter 15: Understanding and Overcoming Organizational Politics.
Chapter 16: Hardball: Escalating to Tougher Strategies When You Can No Longer Catch Flies with Honey.
Appendix A: Extended Case Examples Available on the Web.
Appendix B: Additional Resources.
Notes.
Index.