Influence Without Authority

Synopsis

Get what you need to achieve your objectives and produce results

Influence Without Authority is the classic guide to getting what you need from people you don't control. Getting things done requires collaboration, and convincing others to contribute requires political skill; 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 model has been proven over decades, as organizations around the world have turned away from frustration and resignation toward collaboration and results. 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 reflect the changing face of the workplace, and includes new examples and information on geographically dispersed virtual teams. Supplementary materials facilitate classroom and training use with discussions, role-play, videos, and other ancillaries that deepen understanding and promote practical application.

• 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

• Learn practical real-world strategies for influencing those you do not control

The ability to influence those not under your authority is becoming ever more valuable. Organizations are flattening, and outside contractors are taking on larger roles than ever before-getting results now means lateral cooperation, often across borders, time zones, organizations, and more. Influence Without Authority provides a proven model for success in this new environment, with expert guidance for real-world application.

Summary

Chapter 1: Introduction

* Introduces the concept of "influence without authority," where individuals sway others without holding formal power.
* Real example: A junior employee convinces a skeptical CFO to approve a new marketing campaign by leveraging data and presenting compelling arguments.

Chapter 2: Building Relationships

* Emphasizes the importance of building strong relationships to gain trust and influence.
* Real example: A nurse establishes a rapport with a patient's family, building trust and increasing their understanding of the treatment plan.

Chapter 3: Understanding Persuasion

* Explains the six principles of persuasion outlined by Robert Cialdini: reciprocity, commitment and consistency, social proof, authority, liking, and scarcity.
* Real example: A salesperson persuades a customer to purchase a product by offering a small free gift and highlighting positive endorsements from other customers.

Chapter 4: The Art of Listening

* Stresses the importance of active listening and paying attention to both verbal and nonverbal cues.
* Real example: A manager showcases empathy and understanding by actively listening to an employee's concerns and tailoring their response accordingly.

Chapter 5: Asking the Right Questions

* Examines the power of questions to elicit information, build rapport, and guide conversations.
* Real example: A coach asks insightful questions to help an athlete clarify their goals and explore potential solutions.

Chapter 6: Communicating Charisma

* Defines charisma as a combination of confidence, authenticity, and connection.
* Real example: A public speaker engages the audience with humor, personal anecdotes, and a genuine passion for their topic.

Chapter 7: Influencing Upwards

* Provides strategies for influencing superiors and building alliances within the organization.
* Real example: An administrative assistant suggests a process improvement to their manager, backing it up with data and potential benefits.

Chapter 8: The Power of Negotiation

* Discusses the principles of successful negotiation, including preparation, building rapport, and finding common ground.
* Real example: A real estate agent negotiates a fair price for a home by understanding the needs and priorities of both the buyer and seller.

Chapter 9: Conflict Resolution

* Offers techniques for resolving conflicts peacefully and effectively.
* Real example: A team member mediates a dispute between two colleagues, facilitating a compromise that meets the needs of both parties.

Chapter 10: Conclusion

* Summarizes the key principles of influence without authority and reiterates the importance of building relationships, understanding persuasion, and communicating effectively.
* Real example: A small business owner uses these principles to build a loyal customer base and establish a positive reputation in the community.