Influence Without Authority

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Wiley, Sep 5, 1991 - Business & Economics - 336 pages
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Today, professionals and managers experience great increases in responsibility without parallel increases in authority. It shows how to attain cooperation from other managers who command resources, information, or potential support but who are not required to collaborate. Discusses how to negotiate exchanges to get what you need to get the work done—especially how to think in terms of the interests of fellow managers and workers and the ``currencies'' these people trade in. Shows subordinates how to get support from superiors and collaboration from peers, how to take responsibility, get challenging tasks, and cultivate appropriate work conditions.

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Influence without authority

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Cohen and Bradford are business professors, the former at Babson College and the latter at Stanford, and both have extensive backgrounds in management consulting. Here, they have devised a number of ... Read full review



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