Foreword Aaron Levie and Dan Levin Acknowledgments 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 Exchange) Chapter 3 Goods and Services: The Currencies of Exchange 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 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 Gender and Influence; Beyond Stereotypes (Co-Author, Nan Langowitz) Chapter 9 Influencing Your Boss Chapter 10 Working Cross Functionally: Leading and Influencing a Team, Task Force, or Committee Chapter 11 Influencing Organizational Groups, Departments, and Divisions Chapter 12 Can You Hear Me: Influencing at a Distance Chapter 13 Influencing Difficult Colleagues Chapter 14 Initiating or Leading Major Change 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 and Other Supplementary Material Available on the Web Appendix B: Additional Resources Notes Index
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. 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. Cohen and Bradford are the authors of Managing for Excellence and Power Up, both from Wiley.