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Publisher's Summary

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 PDF 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.

©2017 Allan R. Cohen and David L. Bradford (P)2017 Audible, Inc.

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Time we'll spent

Long, but stick with it, it is so valuable. My eyes Ave been opened to see where I was failing in building relationships in a very difficult environment. I've already used these lessons to gain momentum in an otherwise antagonistic workplace.

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  • mauvo
  • 03-11-18

Great in depth discussion

Really great discussion, gave me lots of insights and ideas. I really appreciated the breadth of the scenarios discussed and a thoughtful section on the morality of influence.

I was frustrated by the recording. The audio was noticeably quieter than other audio books which sometimes made it hard to hear when driving. The book often referred to lists or articles on the authors website, but these aren't read our which is frustrating.

1 of 1 people found this review helpful