Influence without authority

Description

Foreword ixby Aaron Levie and Dan Levin Acknowledgments xi Part I Introduction 1 Chapter 1 Why Influence: What You Will Get from This Book 3 Part II The Influence Model 17 Chapter 2 The Influence Model: Trading What They Want for What You've Got (Using Reciprocity and Exchange) 19 Chapter 3 Goods and Services: The Currencies of Exchange 37 Chapter 4 How to Know What They Want: Understanding Their Worlds (and the Forces Acting on Them) 57 Chapter 5 You Have More to Offer Than You Think If You Know Your Goals, Priorities, and Resources 77 Chapter 6 Building Effective Relationships: The Art of Finding and Developing Your Allies 95 Chapter 7 Strategies for Making Mutually Profitable Trades 113 Part III Practical Applications of Influence 137 Chapter 8 Gender and Influence: Beyond Stereotypes (Coauthor, Nan Langowitz) 139 Chapter 9 Influencing Your Boss 165 Chapter 10 Working Cross-Functionally: Leading and Influencing a Team, Task Force, or Committee 183 Chapter 11 Influencing Organizational Groups, Departments, and Divisions 193 Chapter 12 Can You Hear Me: Influencing at a Distance 205 Chapter 13 Influencing Difficult Colleagues 225 Chapter 14 Initiating or Leading Major Change 233 Chapter 15 Understanding and Overcoming Organizational Politics 249 Chapter 16 Hardball: Escalating to Tougher Strategies When You Can No Longer Catch Flies with Honey 263 Appendix A: Extended Case Examples and Supplementary Material Available on the Web 279 Appendix B: Additional Resources 285 Notes 287 Index 295