Catherwood LibraryILR School

Allan R. Cohen, David L. Bradford

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. The new and improved Influence Without Authority, Second Edition, offers a proven, effective model for breaking through the impasse and building collaboration, mutual assistance, and real achievement. Leadership gurus Allan Cohen and David Bradford show 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 level you are at an organization, 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. [from dust jacket]