Description
Book SynopsisGet 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.
Table of ContentsForeword ix
by Aaron Levie and Dan Levin
Acknowledgments xi
Part I Introduction 1
Chapter 1 Why Influence: What You Will Get from This Book 3
Part II The Influence Model 17
Chapter 2 The Influence Model: Trading What They Want for What You’ve Got (Using Reciprocity and Exchange) 19
Chapter 3 Goods and Services: The Currencies of Exchange 37
Chapter 4 How to Know What They Want: Understanding Their Worlds (and the Forces Acting on Them) 57
Chapter 5 You Have More to Offer Than You Think If You Know Your Goals, Priorities, and Resources 77
Chapter 6 Building Effective Relationships: The Art of Finding and Developing Your Allies 95
Chapter 7 Strategies for Making Mutually Profitable Trades 113
Part III Practical Applications of Influence 137
Chapter 8 Gender and Influence: Beyond Stereotypes (Coauthor, Nan Langowitz) 139
Chapter 9 Influencing Your Boss 165
Chapter 10 Working Cross-Functionally: Leading and Influencing a Team, Task Force, or Committee 183
Chapter 11 Influencing Organizational Groups, Departments, and Divisions 193
Chapter 12 Can You Hear Me: Influencing at a Distance 205
Chapter 13 Influencing Difficult Colleagues 225
Chapter 14 Initiating or Leading Major Change 233
Chapter 15 Understanding and Overcoming Organizational Politics 249
Chapter 16 Hardball: Escalating to Tougher Strategies When You Can No Longer Catch Flies with Honey 263
Appendix A: Extended Case Examples and Supplementary Material Available on the Web 279
Appendix B: Additional Resources 285
Notes 287
Index 295
