зарубежная деловая литература

управление бизнесом

управление персоналом

ораторское искусство / риторика

переговоры

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 have turned away from frustration and resignation toward collaboration and results. 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. Supplementary materials facilitate classroom and training use with discussions, role-play, videos, and other ancillaries that deepen understanding and promote practical application. 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 Learn practical real-world strategies for influencing those you do not control The ability to influence those not under your authority is becoming ever more valuable. Organizations are flattening, and outside contractors are taking on larger roles than ever before—getting results now means lateral cooperation, often across borders, time zones, organizations, and more. Influence Without Authority provides a proven model for success in this new environment, with expert guidance for real-world application.

современная русская литература

Influence Without Authority

Praise for Reinventing Organization Development «A hard hitting yet hopeful look at a field concerned with renewal that is in need of renewal itself. This book is full of intelligent questions, provocative appraisals, and prescriptions for action that they serve.» -Rosabeth Moss Kanter, chaired professor, Harvard Business School; author, Confidence: How?Winning Streaks and Losing Streaks Begin and End «Wise, invaluable advice that the field and its practitioners should heed if the field of OD is to take its rightful place as an applied behavioral science that can make a difference in the economic and human affairs of organizations.» -Michael Beer, professor emeritus, Harvard Business School; chairman, Center for Organizational Fitness «Few disciplines in decline have subjected themselves to so profound a self-evaluation. It should lead ?to a rejuvenation of the field. Whether or not it does, there is a great deal to learn here about organizations and relevant professional practice.» -Russell Ackoff, professor emeritus, Wharton School, University of Pennsylvania «Two of the leaders of the field of OD have collaborated to present us with a compelling and controversial state of the art.» -Len Schlesinger, vice chairman and chief operating officer, Limited Brands «The book challenges OD consultants to think broadly about their organizational roles and to assert their rightful place in organizations.» -Jean M. Bartunek, Robert A. and Evelyn J. Ferris Chair Professor of Organization Studies, Boston College

внеклассное чтение

Reinventing Organization Development

The authors of the classic Influence Without Authority explain the unique challenges of influencing powerful people Learn to overcome your difficulties with a boss who is uninterested in your concerns, or resistant to giving needed support. Or discover how to win the cooperation of senior managers who are hard to reach, and hard to sell on your ideas, products, or services. In their classic book, Influence Without Authority, Allan Cohen and David Bradford provided a universal model of how to influence someone you don't control. Influencing Up applies those ideas to problematic bosses and other powerful people, with sophisticated tactics for building partnerships with them. If you're afraid of retaliation or just unclear as to how to change a senior person's behavior, don't stay paralyzed. Influencing Up gives you the tools to bridge the power gap. Offers practical advice about how to turn your relationship with your boss into a partnership in which both parties benefit Explains what powerful people care about Shows how to overcome power gaps by developing more partner-like relationships Learn what a great partnership with your boss can do for your career—and your mental health!

David L. Bradford