Influence Without Authority (Hardcover, 3)

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