Influence Without Authority, Second Edition 9780471463306 下载 fb2 pdf rb kindle 115盘 极速 azw3

　　In organizations today, getting work done requires political

and collaborative skills. That’s why the first edition of this book

has been widely adopted as a guide for consultants, project

leaders, staff experts, and anyone else who does not have direct

authority but who is nevertheless accountable for results. In this

revised edition, leadership gurus Allan Cohen and David Bradford

explain how to get cooperation from those over whom you have no

official authority by offering them help in the form of the

“currencies” they value. This classic work, now revised and

updated, gives you powerful techniques for cutting through

interpersonal and interdepartmental barriers, and motivating people

to lend you their support, time, and resources.

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

Notes

Index.

　　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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　　From Publishers 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.

　　Copyright 1989 Reed Business Information, Inc. --This text refers

to an out of print or unavailable edition of this title.

　　From 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

　　Copyright 1989 Reed Business Information, Inc. --This text refers

to an out of print or unavailable edition of this title.

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In organizations today, getting work done requires political and collaborative skills. That’s why the first edition of this book has been widely adopted as a guide for consultants, project leaders, staff experts, and anyone else who does not have direct authority but who is nevertheless accountable for results. In this revised edition, leadership gurus Allan Cohen and David Bradford explain how to get cooperation from those over whom you have no official authority by offering them help in the form of the “currencies” they value. This classic work, now revised and updated, gives you powerful techniques for cutting through interpersonal and interdepartmental barriers, and motivating people to lend you their support, time, and resources.