Influence without authority. (2017)

• Record Type: Book
• Further Information: Note: Allan R. Cohen, David L. Bradford.
• Authors: Cohen, Allan R; Bradford, David L
• Contents: Foreword; Aaron Levie and Dan Levin Acknowledgments 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 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 Gender and Influence; Beyond Stereotypes (Co-Author, Nan Langowitz) Chapter 9 Influencing Your Boss Chapter 10 Working Cross Functionally: Leading and Influencing a Team, Task Force, or Committee Chapter 11 Influencing Organizational Groups, Departments, and Divisions Chapter 12 Can You Hear Me: Influencing at a Distance Chapter 13 Influencing Difficult Colleagues Chapter 14 Initiating or Leading Major Change 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 and Other Supplementary Material Available on the Web Appendix B: Additional Resources Notes Index
• Edition: 3rd edition
• Publisher Details: Hoboken, New Jersey : John Wiley & Sons, Inc
• Publication Date: 2017
• Extent: 1 online resource
• Subjects: 658.409; Executive ability; Organizational effectiveness; Interpersonal relations; Influence (Psychology)
• Languages: English
• ISBNs: 9781119347514; 9781119347507
• Related ISBNs: 9781119347712
• Notes: Note: Includes bibliographical references and index.; Note: Description based on CIP data; resource not viewed.
• Access Rights: Legal Deposit; Only available on premises controlled by the deposit library and to one user at any one time; The Legal Deposit Libraries (Non-Print Works) Regulations (UK).
• Access Usage: Restricted: Printing from this resource is governed by The Legal Deposit Libraries (Non-Print Works) Regulations (UK) and UK copyright law currently in force.