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| Additional Physical Format: | Online version: Cohen, Allan R. Influence without authority. New York : J. Wiley, c1990 (OCoLC)755194956 |
|---|---|
| Document Type: | Book |
| All Authors / Contributors: |
Allan R Cohen; David L Bradford |
| ISBN: | 0471622680 : 9780471622680 0471548944 9780471548942 |
| OCLC Number: | 20489246 |
| Description: | xv, 319 p. ; 25 cm. |
| Contents: | Why Influence: What You Will Get from This Book -- The Influence Model -- The Influence Model: Trading What They Want for What You've Got (Using Reciprocity and Exchange) -- Goods and Services: The Currencies of Exchange -- How to Know What They Want: Understanding Their Worlds (and the Forces Acting on Them) -- You Have More to Offer Than You Think if You Know Your Goals, Priorities, and Resources (The Dirty Little Secret about Power) -- Building Effective Relationships: The Art of Finding and Developing Your Allies -- Strategies for Making Mutually Profitable Trades -- Practical Applications of Influence -- Influencing Your Boss -- Influencing Difficult Subordinates -- Working Cross Functionally: Leading and Influencing a Team, Task Force, or Committee -- Influencing Organizational Groups, Departments, and Divisions -- Influencing Colleagues -- Initiating or Leading Major Change -- Indirect Influence -- Understanding and Overcoming Organizational Politics -- Hardball: Escalating to Tougher Strategies When You Can No Longer Catch Flies with Honey -- Extended Case Examples Available on the Web. |
| Responsibility: | Allan R. Cohen, David L. Bradford. |
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