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.
OBNB doesn't sell books, but you may be able to find a copy at one of these websites:
Influence without authority by Allan R. Cohen. ISBN 0471463302. Published by Wiley in 2005. Publication and catalogue information, links to buy online and reader comments.
