000			02772nam a2200229Ia 4500
008			150210s9999 xx 000 0 und d
020			_a9788126507443
082			_b658.9
100			_aCohen, Allan R and _917483
245			_aInfluence without authority _cAllan R. Cohen and David L. Bradford.
250			_a2nd
260			_bWiley India Pvt Ltd. _aNew Delhi _c2007
300			_a310 P. _bPaper
505			_a The influence model : trading what they want for what you've got (using reciprocity and exchange) -- Goods and services : the currencies of exchange -- How to know what they want : understanding their worlds (and the forces acting on them) -- You have more to offer than you think if you know your goals, priorities and resources (the dirty little secret about power) -- Building effective relationships : the art of finding and developing your allies -- Strategies for making mutually profitable trades -- The career of Nettie Seabrooks and influence against all odds -- Working within organizational realities to accomplish a goal : Warren Peters navigates a complex, multi-staged exchange process over a "simple" dispute -- The example of Anne Austin : selling a new product idea, and gaining access to an out-of-reach job -- Influencing your boss -- Influencing difficult subordinates -- Working cross functionally : leading and influencing a team, task force or committee -- Influencing organizational groups, departments and divisions -- Influencing colleagues -- Initiating or leading major change -- Indirect influence -- Understanding and overcoming organizational politics -- Hardball : escalating to tougher strategies when you can no longer catch flies with honey.
520			_a "In organizations today, getting work done requires political and collaborative skills. That's why the first edition of this book has been widely adopted as a guide for consultants, project leaders, staff experts, and anyone else who does not have direct authority but who is nevertheless accountable for results. In this revised edition, leadership gurus Allan Cohen and David Bradford explain how to get cooperation from those over whom you have no official authority by offering them help in the form of the "currencies" they value. This classic work, now revised and updated, gives you powerful techniques for cutting through interpersonal and interdepartmental barriers, and motivating people to lend you their support, time, and resources."--Resource description page.
650			_aOrganizational effectiveness. _917484
650			_aExecutive ability. _917485
650			_aInterpersonal relations. _917486
700			_aBradford, David L _917487
942			_2ddc _cBK
999			_c39034 _d39034