About the Book
Influence Without Authority is the classic guide to getting what you need from people you don't control. 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 book shows you how to implement the Exchange Model at the personal, team, and organizational level to raise the bar for performance and leadership. This new third edition has been updated reflect the changing face of the workplace, and includes new examples and information on geographically dispersed virtual teams. ● Get what you need from the people who have it through mutual exchange ● Think in terms of interest, and pinpoint the "currencies" other people trade in ● Apply the Exchange Model across entire organizations to lead major change The ability to influence those not under your authority is becoming ever more valuable. Influence Without Authority provides a proven model for success in this new environment, with expert guidance for real-world application.
About the Author :
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. He is coauthor, with David L. Bradford, of Managing for Excellence and Power Up. David L. Bradford is Senior Lecturer on Organizational Behavior Emeritus at Stanford Graduate School of Business and former director of Stanford's Executive Program in Leadership. He has consulted for a wide array of companies, including Frito-Lay, Levi Strauss & Co., NetLedger, AutoDesk, and the Whitney Museum of American Art. He is coauthor, with Allan R. Cohen, of Managing for Excellence and Power Up. Mitch Crawford grew up telling narrative, improvisational stories with his brother, using stuffed animals, tiny army men, and Star Trek action figures as characters. This carried forward to adulthood, crafting such stories with his children, as well as reading storybooks, picture books, and young adult literature aloud to all five offspring. He once read all nineteen original Gertrude Chandler Warner Boxcar Children books to his two young boys one summer, chipping away at them each night before bedtime. A high school teacher for twenty years in history, economics, fine arts, and computer science, Mitch realized that voice inflection, vocal and kinesthetic surprises, and even reading aloud helped keep his students engaged in course material. Now an actor, model, and voice-over artist, his personal branding invokes the smart, funny, and occasionally aloof dad or guy-next-door, or the serious and principled lawyer, doctor, or businessperson. This personal history and these characteristics have helped develop a sincere, trustworthy voice that resonates well with children's literature, first- and third-person POV fiction, nonfiction, biography/memoir, and self-help books. A graduate of Villanova University with a dual major in psychology and philosophy, and an MA and teacher's certification from The Ohio State University, Mitch does his homework and knows how to relate to his audience. For fun, he played volleyball for Villanova in the late 1980s when short shorts and high socks were en vogue. After twenty-five-plus years of that, he switched to tennis, which takes a lesser toll on his body (well, sort of). Mitch loves hiking and traveling with his wife, sneaking out to Five Guys with step-daughter Grace, and being outdoors with their dogs, Izzy and Grommit.
