Influence Without Authority (3rd Edition)

Influence Without Authority is the classic guide to getting what you need from people you don't control. 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 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 to reflect the changing face of the workplace, and includes new examples and information on geographically dispersed virtual teams. ● 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 The ability to influence those not under your authority is becoming