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Influence Without Authority

3.2 out of 5 stars 5 customer reviews
ISBN-13: 978-0471548942
ISBN-10: 0471548944
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Editorial Reviews

From Publishers Weekly

This guide by management consultant Cohen and Stanford University Graduate School of Business professor Bradford skillfully demonstrates, with numerous examples, how managers and other employees can achieve their career objectives--as well as those of their companies--by forming mutually advantageous alliances. Urging patient planning of strategies, the authors offer advice on coping with turf rivalries, handling delicate inter-level relations and tips on how to bypass rules and foster managerial flexibility and innovation. Macmillan's Executive Program dual main selection; Fortune Book club alternate.
Copyright 1989 Reed Business Information, Inc. --This text refers to the MP3 CD edition.

From Library Journal

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 scenarios to illustrate situations in which particular techniques of influencing co-workers can be utilized to effect a desired result. Very few real-world examples are employed, leaving the reader searching for some concrete applications of the techniques discussed. Consequently, the book reads more like an academic text on influence. Readers would be better served with Dale Carnegie's classic How To Win Friends and Influence People or Harvey MacKay's Swim With the Sharks Without Being Eaten Alive ( LJ 4/15/88). Recommended for academic and large public libraries.
- Richard Paustenbaugh, Indiana Univ. Libs., Bloomington
Copyright 1989 Reed Business Information, Inc. --This text refers to the MP3 CD edition.
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Product Details

  • Paperback: 319 pages
  • Publisher: Wiley (August 1991)
  • Language: English
  • ISBN-10: 0471548944
  • ISBN-13: 978-0471548942
  • Product Dimensions: 6.1 x 0.9 x 9.3 inches
  • Shipping Weight: 12.6 ounces
  • Average Customer Review: 3.2 out of 5 stars  See all reviews (5 customer reviews)
  • Amazon Best Sellers Rank: #1,231,922 in Books (See Top 100 in Books)

Customer Reviews

Top Customer Reviews

Format: Paperback
This book covers how to use the natural human laws of reciprocity with others in your organization to achieve maximum productivity. More importantly the book also promotes the attitude of looking on everyone in your organization as allies (people you like) and potential allies (people you don't). Highly recommended.
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Format: Paperback Verified Purchase
I liked this book. I used it for my class in college believe it or not. Make sure to get the kindle version it is updated and has more information. Turns out the kindle version was the one I needed for my class in the first place. Has great information that you will use in the work place and in real life can't go wrong with real world information.
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Format: Paperback Verified Purchase
Good information, good concepts. A bit repetitive and more oriented towards a sales/marketing perspective than general management.
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Format: Paperback
Most of what the authors talk about is intuitive, but it is helpful to read about it, anyway. It brings the principles they talk about to the forefront of your mind so you can make choices while being conscience of their advice. I would recommend this book for people who want to develop their leadership skills.
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Format: Paperback
First of all, shame on the women who gave this book glowing reviews on the first few pages! I was completely shocked (had to re-read the passages several times) by the authors suggestion that a woman who was sexually approached by a co-worker basicallly overreacted by becoming angry, and that she should have instead interpreted the pass as his awkward attempt to "find some way to connect with her. Might she have deflected the pass but turned the attempt into something more suitable to a collegial work relationship?"(page126) Give me a break! I can't believe that this example of gaining influence over people ever made it past the editor. And if that wasn't bad enough, they again insulted women on page 226, when they explain that a women ponders her failure in a management role by saying "I still haven't figured out why they allowed a female - especially one without an engineering background - to manage the project". What?!? I had to check the front of the book to see if it was published in the 60s! Besides these profoundly ignorant examples, I found the book to be less than marginal in developing my ability to influence those around me. I'll look elsewhere.
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