没有权威的影响Influence Without Authority
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作者： Allan R. Cohen著
出 版 社： Oversea Publishing House
出版时间： 2005-12-1字数：版次： 1页数： 310印刷时间： 2005/12/01开本：印次：纸张： 胶版纸I S B N ： 9780471463306包装： 精装编辑推荐
作者简介：
ALLAN R. COHEN is Edward A. Madden Distinguished Professor of Global Leadership and Director of Corporate Entrepreneurship at Babson College, where he specializes in leadership and transforming organizations. He holds MBA and DBA degrees from Harvard Business School and has consulted for such organizations as GE, Polaroid, IBM, and Toshiba.
内容简介
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.
目录
Part I: Introduction
Chapter 1: Why Influence: What You Will Get from This Book
Part II: The Influence Model
Chapter 2: The Influence Model: Trading What They Want for What You’ve Got (Using Reciprocity and Ex Change)
Chapter 3: Goods and Services: The Currencies of Ex Change
Chapter 4: How to Know What They Want: Understanding Their Worlds (and the Forces Acting on Them)
Chapter 5: You Have More to Offer Than You Think if You Know Your Goals, Priorities, and Resources (The Dirty Little Secret about Power)
Chapter 6: Building Effective Relationships: The Art of Finding and Developing Your Allies
Chapter 7: Strategies for Making Mutually Profitable Trades
Part III: Practical Applications of Influence
Chapter 8: Influencing Your Boss
Chapter 9: Influencing Difficult Subordinates
Chapter 10: Working Cross Functionally: Leading and Influencing a Team, Task Force, or Committee
Chapter 11: Influencing Organizational Groups, Departments, and Divisions
Chapter 12: Influencing Colleagues
Chapter 13: Initiating or Leading Major Change
Chapter 14: Indirect Influence
Chapter 15: Understanding and Overcoming Organizational Politics
Chapter 16: Hardball: Escalating to Tougher Strategies When You Can No Longer Catch Flies with Honey
Appendix A: Extended Case Examples Available on the Web
Appendix B: Additional Resources
Notes
Index
