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.