000			02000cam a22002294a 4500
020			_a0471463302 (cloth)
050	0	0	_aMED. HD58.9 _b.C64
100	1		_aCohen, Allan R.
245	1	0	_aInfluence without authority /
250			_a2nd ed.
260			_aHoboken, N.J. : _bWiley, _c2005.
300			_ax, 310 p. ;
505	0		_aThe 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.
650		0	_aOrganizational effectiveness.
650		0	_aExecutive ability.
650		0	_aInterpersonal relations.
700	1		_aBradford, David L.
856	4	1	_uhttp://www.loc.gov/catdir/toc/ecip054/2004027078.html
856	4	2	_uhttp://www.loc.gov/catdir/enhancements/fy0617/2004027078-b.html
856	4	2	_uhttp://www.loc.gov/catdir/enhancements/fy0617/2004027078-d.html
942			_cBK
999			_c12463 _d12463