At some point, almost all of us will find ourselves in the same bind at work: we know what needs to be done and how to do it, but we can't get the right people on board. The risk is allowing frustration to become resignation—or unproductive retaliation. Fortunately, the new and improved Influence Without Authority, Second Edition offers a proven, effective model for breaking through the impasse and building an environment of collaboration, mutual assistance, and real achievement.
Leadership gurus Allan Cohen and David Bradford explain how to coax cooperation from the people who control the resources, information, or support you need to succeed. You'll learn how to get past your restrictive assumptions, figure out the interests and needs of potential partners, and negotiate mutually beneficial exchanges that help you both achieve your goals. It's a powerful and proven way to cut through interpersonal and interdepartmental barriers to turn coworkers and competitors into allies.
This new Second Edition adds clarity, depth, and insight with new chapters on applying the Exchange Model to entire organizations, making it even more useful for team leaders and managers. It includes many more practical applications such as working cross-functionally, leading major change initiatives, using direct influence, and overcoming organizational politics.
No matter what your organizational position, or what kinds of clients and customers you deal with, part of your success depends on being able to influence people over whom you have no formal control. Influence Without Authority, Second Edition presents a clear model and effective, practical strategies for convincing and influencing those around you in order to accomplish important workplace goals—to the benefit of you, your colleagues, and your organization.
About 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.