Influence Without Authority by Allan R. Cohen -- Read -- Imperial Library of Trantor

Index

Cover Title Page Copyright Dedication Foreword Acknowledgments Part I: Introduction

Chapter 1: Why Influence: What You Will Get from This Book

Sachin Bhat Is Asked to Step In Why an Influence Model? Barriers to Influence Overcome the Barriers: Use an Influence Model to Guide You Plan, But Do Not Come Across as Self-Seeking Get “Two for the Price of One” The Book's Organization Notes

Part II: The Influence Model

Ignore the Law of Reciprocity at Your Peril Exchange: The Art of Give and Take That Permeates All Influence Tactics The Cohen-Bradford Influence without Authority Model Self-Created Barriers to Influencing Notes

Chapter 3: Goods and Services: The Currencies of Exchange

Coin of the Realm: The Concept of Currencies Frequently Valued Currencies Some Cautions Using Currencies: Complexities and Restrictions Expanding Your “Currency Pool” Self-Traps in Using Currencies Pay in the Currency Others Value, Not Just What You Would Value Resenting Having to Go Out of the Way A Word of Warning: Beware False Advertising Last Word: Some Currencies Really Are Not Convertible Notes

Power Sources: You Are Plugged In What Do You Want Anyway? Gaining Clarity on Your Objectives What Are Your Primary Goals and What Are Secondary? Personal Factors That Get in the Way Reframing a Personal Need into a Possible Benefit to the Boss; (Jim and Wes) Note

Relationships Matter Dealing With the Situation When the Relationship Is Bad When to Proceed with a Task or Initiate a Direct Discussion to Improve a Relationship Conclusion

Chapter 7: Strategies for Making Mutually Profitable Trades

Planning Your Strategies for Exchange Free-Market Trades: Clear Mutual Gain Showing How Cooperation Helps the Potential Ally Achieve Goals Uncovering—and Trading For—Hidden Value Compensated Costs Strategies That Use the Time Value of Currency Building Credit: Saving for a Rainy Day Sleaze Alert Calling in Past Debts Borrowing on Credit: Deferred Payment/Collateral Other Strategic Considerations: Who and Where? Five Dilemmas to Be Managed during Exchanges Starting and Stopping the Exchange Process After the Exchange: Checking Out the Process Making Satisfactory Exchanges and Avoiding Self-Traps Note

Part III: Practical Applications of Influence

Introduction Conclusions Notes

Chapter 9: Influencing Your Boss

The Approach True Grit: Being a Worthy Partner Notes

The Challenge of Gaining Commitment Increasing the Attractiveness of the Project Using Vision, a Valuable Common Currency Deciding How the Team Will Operate Selling Solutions before Formally Presenting Them

Chapter 11: Influencing Organizational Groups, Departments, and Divisions

How to Go about Gaining Influence: Applying the Model Preferences in How to Be Approached Ways People Self-Limit Their Influence Note

Chapter 12: Can You Hear Me: Influencing at a Distance

Why Influence at a Distance Has Become So Important Use of Technology When Influence Becomes Very Personal (Sarah Does a Layoff at a Distance) Impacts of Distance on Key Steps of the IWA Model The Gradual Building of Trust Notes

Chapter 13: Influencing Difficult Colleagues

Friendly Competitors: “Co-Opetition” Overcoming Mistrust Dealing with Hard Bargainers Treat Everybody as a Long-Term Customer Dealing with Colleague Behavior That Is Annoying or Worse The Problem of the Colleague's Maddening Behavior Notes

Chapter 14: Initiating or Leading Major Change

No Money and No Authority The Importance of Vision Manage Tension Identify Key Stakeholders Who Must Be Influenced How to Influence Distant Stakeholders Is Your Elevator Pitch Ready? Influence the Influencers They Listen To What Do You Have to Offer? Diagnose and Enhance the Relationship Develop Your Exchange Strategy Change Roles: Moving among Different-Size Groups Planning versus Calculation Further Ideas about Change Notes

Chapter 15: Understanding and Overcoming Organizational Politics

The Nature of Organizations Culture Determines the Way Politics Are Played Get the Lay of the Land Collecting Political Information Diagnose Stakeholders The Importance of Knowing Yourself Lessons from Fran Grigsby's Political Experiences at Commuco

Raising Your Ally's Costs—Gradually When Your Boss Is the Difficult Colleague Who Has the Power?—Recognizing Your Power, Increasing It, and Using It Appropriately The Ultimate Escalation: Betting Your Job Into Every Life Some Rain Must Fall: Rotten Apples and Hardball The Calculated Confrontation Be Careful of Assuming Malevolence Conclusions

Appendix A: Extended Case Examples and Supplementary Material Available on the Web Appendix B: Additional Resources Index End User License Agreement