Influence Without Authority

Get what you need to achieve your objectives and produce results

Influence Without Authority is the classic guide to getting what you need from people you don't control. Getting things done requires collaboration, and convincing others to contribute requires political skill; this book introduces the Exchange Model, in which you get what you need by offering something of value in return. The key lies in knowing what the other person values—that's their "currency," and it's your immediate tool for coaxing their cooperation. This model has been proven over decades, as organizations around the world have turned away from frustration and resignation toward collaboration and results. This book shows you how to implement the Exchange Model at the personal, team, and organizational level to raise the bar for performance and leadership.

This new third edition has been updated reflect the changing face of the workplace, and includes new examples and information on geographically dispersed virtual teams. Supplementary materials facilitate classroom and training use with discussions, role-play, videos, and other ancillaries that deepen understanding and promote practical application.

• Get what you need from the people who have it through mutual exchange
• Think in terms of interest, and pinpoint the "currencies" other people trade in
• Apply the Exchange Model across entire organizations to lead major change

• Learn practical real-world strategies for influencing those you do not control

The ability to influence those not under your authority is becoming ever more valuable. Organizations are flattening, and outside contractors are taking on larger roles than ever before—getting results now means lateral cooperation, often across borders, time zones, organizations, and more. Influence Without Authority provides a proven model for success in this new environment, with expert guidance for real-world application.

ALLAN R. COHEN is Distinguished Professor of Global Leadership at Babson College, in residence at the San Francisco campus. He has consulted on organizational change and leadership at a wide variety of organizations, including GE, Polaroid, IBM, and F/P Private Equity, and holds MBA and DBA degrees from Harvard Business School.

DAVID L. BRADFORD is Senior Lecturer on Organizational Behavior Emeritus at Stanford Graduate School of Business and former Director of Stanford’s Executive Program in Leadership. He has consulted for a wide array of companies, including Frito-Lay, Levi Strauss & Co., NetLedger, AutoDesk and the Whitney Museum of American Art.

Cohen and Bradford are the authors of Managing for Excellence and Power Up, both from Wiley.

GET WORK DONE IN TODAY'S ORGANIZATIONS INFLUENCE YOUR BOSS, PEERS, CLIENTS,AND STAKEHOLDERS EVERYWHERE BUILD RELATIONSHIPS AND CREATE ALLIES THE REVISED AND UPDATED THIRD EDITION OF THE CLASSIC BOOK CONTAINS A UNIVERSAL MODEL OF HOW TO INFLUENCE SOMEONE YOU DON'T CONTROL Leadership gurus Allan Cohen and David Bradford offer a proven model for getting the help you need from those that control the resources, information, or support necessary for you to succeed. No matter where you stand on your organization's ladder, Influence Without Authority, Third Edition gives you a useful model and the practical strategies for influencing your colleagues, managers, or customers in order to meet your goals. "Must-read for current and future business leaders! Allan Cohen and David Bradford beautifully take their influence model to the next level addressing critical factors like gender stereotypes and mastering influence at a distance. In today's ever-changing and complex business environment, Influence Without Authority offers leaders a concise model for breaking down barriers to success and building winning teams." --Deborah DiSanzo, General Manager, IBM Watson Health "Nothing gets done without collaboration and influence. This book is filled with ideas anyone can pick up and run with, making things happen day in and day out." --James Park, CEO and Co-Founder, Fitbit From the Foreword: "The ideas in this book lie at the heart of our success as a business, and at the heart of the design of our service--which enables coworkers to easily collaborate around documents and other forms of content so that they can work together without hierarchy or information bottlenecks. Influence is the foundation of success in the modern world of business and this book is a straightforward guide. We rely on it, we teach it, and you should, too." --Aaron Levie, CEO, Box Inc., and Dan Levin, COO, Box Inc.

THE REVISED AND UPDATED THIRD EDITION OF THE CLASSIC BOOK CONTAINS A UNIVERSAL MODEL OF HOW TO INFLUENCE SOMEONE YOU DONT CONTROL Leadership gurus Allan Cohen and David Bradford offer a proven model for getting the help you need from those that control the resources, information, or support necessary for you to succeed. No matter where you stand on your organizations ladder, Influence Without Authority, Third Edition gives you a useful model and the practical strategies for influencing your colleagues, managers, or customers in order to meet your goals. "Must-read for current and future business leaders! Allan Cohen and David Bradford beautifully take their influence model to the next level addressing critical factors like gender stereotypes and mastering influence at a distance. In todays ever-changing and complex business environment, Influence Without Authority offers leaders a concise model for breaking down barriers to success and building winning teams." --Deborah DiSanzo, General Manager, IBM Watson Health "Nothing gets done without collaboration and influence. This book is filled with ideas anyone can pick up and run with, making things happen day in and day out." --James Park, CEO and Co-Founder, Fitbit From the Foreword: "The ideas in this book lie at the heart of our success as a business, and at the heart of the design of our service--which enables coworkers to easily collaborate around documents and other forms of content so that they can work together without hierarchy or information bottlenecks. Influence is the foundation of success in the modern world of business and this book is a straightforward guide. We rely on it, we teach it, and you should, too." --Aaron Levie, CEO, Box Inc., and Dan Levin, COO, Box Inc.

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