Influence Without Authority / Edition 1

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Overview

Today, professionals and managers experience great increases in responsibility without parallel increases in authority. It shows how to attain cooperation from other managers who command resources, information, or potential support but who are not required to collaborate. Discusses how to negotiate exchanges to get what you need to get the work done—especially how to think in terms of the interests of fellow managers and workers and the &'grave;currencies'' these people trade in. Shows subordinates how to get support from superiors and collaboration from peers, how to take responsibility, get challenging tasks, and cultivate appropriate work conditions.

This highly successful book already is having an impact on the way things are done in corporations, government, and nonprofit organizations. The authors lay the foundations for a dynamic new age management ethic as they demonstrate how to use the Law of Reciprocity for mutual benefit and offer techniques for managing upwards and laterally as well as downwards.

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Editorial Reviews

Publishers Weekly - Publisher's Weekly
This guide by management consultant Cohen and Stanford University Graduate School of Business professor Bradford skillfully demonstrates, with numerous examples, how managers and other employees can achieve their career objectives--as well as those of their companies--by forming mutually advantageous alliances. Urging patient planning of strategies, the authors offer advice on coping with turf rivalries, handling delicate inter-level relations and tips on how to bypass rules and foster managerial flexibility and innovation. Macmillan's Executive Program dual main selection; Fortune Book club alternate. (Dec.)
Library Journal
Cohen and Bradford are business professors, the former at Babson College and the latter at Stanford, and both have extensive backgrounds in management consulting. Here, they have devised a number of scenarios to illustrate situations in which particular techniques of influencing co-workers can be utilized to effect a desired result. Very few real-world examples are employed, leaving the reader searching for some concrete applications of the techniques discussed. Consequently, the book reads more like an academic text on influence. Readers would be better served with Dale Carnegie's classic How To Win Friends and Influence People or Harvey MacKay's Swim With the Sharks Without Being Eaten Alive ( LJ 4/15/88). Recommended for academic and large public libraries.-- Richard Paustenbaugh, Indiana Univ. Libs., Bloomington
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Product Details

  • ISBN-13: 9780471548942
  • Publisher: Wiley, John & Sons, Incorporated
  • Publication date: 9/5/1991
  • Edition description: Older Edition
  • Edition number: 1
  • Pages: 336
  • Product dimensions: 6.13 (w) x 9.18 (h) x 0.89 (d)

Meet the Author

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.

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Table of Contents

Partial table of contents:

Influence and the New World of Work.

The Law of Reciprocity: Exchange as the Basis for Influence.

The Power of Mutual Exchange: Getting What You Want and Giving Others What They Need.

Goods and Services: The Currencies of Exchange.

Knowing What They Want: Understanding the World of Your Allies.

You Are More Powerful Than You Think: Understanding Your Own World.

Building Effective Relationships: The Art of Finding and Developing Your Allies.

Exchange Strategies.

Lessons from a Determined Influencer: The Rise, Fall--and Eventual Resurrection--of Monica Ashley and &'grave;Project Hippocrates''.

Becoming a Partner with Your Boss: Influence Without Authority Raised to the Highest Level.

When You Can No Longer Catch Flies with Honey: Hardball Strategies for Influence.

Notes.

Index.

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Customer Reviews

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Sort by: Showing all of 6 Customer Reviews
  • Posted May 24, 2009

    Influence Without Authority

    Definitely not an easy read, but very applicable to those who work with people in the business/educational field. Uses a lot of common sense when working with other adults.

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  • Anonymous

    Posted May 11, 2006

    Step-by-step strategies for swapping favors for power

    This excellent leadership guide by Allan R. Cohen and David L. Bradford offers a classic, necessary set of prescriptions for anyone working in a flat, team-based organization. That is to say, it is a guide that will prove useful to almost everybody employed at a contemporary organization. The waning of the old hierarchical organization, with its clear lines of authority and control-command management styles, puts a greater emphasis on your individual ability to achieve your goals by enlisting support from people who, often, have no obligation to provide it. We recommend this clear, jargon-free outline of the basic principles you need to know to influence others, even if you lack sufficient authority.

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    Posted February 17, 2011

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    Posted April 15, 2009

    No text was provided for this review.

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    Posted January 29, 2011

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    Posted February 14, 2014

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