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Influence Without Authority
Allan R. Cohen
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Description for Influence Without Authority
Hardback. Num Pages: 320 pages. BIC Classification: KJ. Category: (P) Professional & Vocational. Weight in Grams: 666.
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 ... Read more
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 ... Read more
Product Details
Publisher
John Wiley & Sons Inc
Format
Hardback
Publication date
2017
Condition
New
Number of Pages
320
Place of Publication
New York, United States
ISBN
9781119347712
SKU
V9781119347712
Shipping Time
Usually ships in 4 to 8 working days
Ref
99-11
About Allan R. Cohen
ALLAN R. COHEN is Distinguished Professor of Global Leadership at Babson College, in residence at the San Francisco campus. He has consulted on organizational change and leadership at a wide variety of organizations, including GE, Polaroid, IBM, and F/P Private Equity, and holds MBA and DBA degrees from Harvard Business School. DAVID L. BRADFORD is Senior ... Read more
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