Influence without authority
Cohen, Allan R.
Influence without authority - 3rd ed. - New Jersey Wiley 2017 - xiii, 306p.,
https://www.wiley.com/en-us/Influence+Without+Authority%2C+3rd+Edition-p-9781119347712
"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."
9781119347712 (hb.)
Executive ability
Interpersonal relations
Organizational effectiveness
658.409 / COH
Influence without authority - 3rd ed. - New Jersey Wiley 2017 - xiii, 306p.,
https://www.wiley.com/en-us/Influence+Without+Authority%2C+3rd+Edition-p-9781119347712
"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."
9781119347712 (hb.)
Executive ability
Interpersonal relations
Organizational effectiveness
658.409 / COH