TY  - BOOK
AU  - Cohen,Allan R.
AU  - Bradford,David L.
TI  - Influence without authority
SN  - 0471463302 (cloth)
U1  - 658.409 22
PY  - 2005///
CY  - Hoboken, N.J.
PB  - Wiley
KW  - Organizational effectiveness
KW  - Executive ability
KW  - Interpersonal relations
N1  - 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 -- The career of Nettie Seabrooks and influence against all odds -- Working within organizational realities to accomplish a goal : Warren Peters navigates a complex, multi-staged exchange process over a "simple" dispute -- The example of Anne Austin : selling a new product idea, and gaining access to an out-of-reach job -- 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
ER  -