David L. Bradford

Allan R. Cohen

In organizations today, getting work done requires political and collaborative skills. That’s why the first edition of this book has been widely adopted as a guide for consultants, project leaders, staff experts, and anyone else who does not have direct authority but who is nevertheless accountable for results. In this revised edition, leadership gurus Allan Cohen and David Bradford explain how to get cooperation from those over whom you have no official authority by offering them help in the form of the “currencies” they value. This classic work, now revised and updated, gives you powerful techniques for cutting through interpersonal and interdepartmental barriers, and motivating people to lend you their support, time, and resources.

Influence Without Authority

Influência sem Autoridade

Offers new techniques for cutting through interpersonal and departmental barriers, and motivating people over whom you have no authority to lend you their support and share their valuable time and resources.

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.

Pramodita Sharma

Companies that are owned and run by families need to develop leadership and entrepreneurial skills just like any other company, but family firms face obstacles that hire and fire companies don't. Family dynamics rarely perfectly mirror the best practices in the latest Harvard Business Review. So what factors in the family and work environments enable the creation of leaders who share the entrepreneurial fire of the founders? Is there a specific education, training and experiential pathway that tips the odds of entrepreneurial success across generations? How do some firms manage to bypass family conflicts, disparate visions of the future, sibling rivalries, generational transition traps, death and divorces, that seem to mark the demise of so many family businesses? Cohen and Sharma draw on their deep and extensive research on family businesses to reveal the secrets of enterprising families, using examples of both firms that flourished and those that failed. While this book is written with top leadership in mind, it is especially focused on the needs of the second and third generations. Cohen and Sharma emphasise that the most important skill of all is thinking like an entrepreneur; something that succeeding generations in family firms often miss.

How Successful Family Businesses Develop Their Next Leaders

Entrepreneurs in Every Generation

The authors of the classic Influence Without Authority explain the unique challenges of influencing powerful people Learn to overcome your difficulties with a boss who is uninterested in your concerns, or resistant to giving needed support. Or discover how to win the cooperation of senior managers who are hard to reach, and hard to sell on your ideas, products, or services. In their classic book, Influence Without Authority, Allan Cohen and David Bradford provided a universal model of how to influence someone you don't control. Influencing Up applies those ideas to problematic bosses and other powerful people, with sophisticated tactics for building partnerships with them. If you're afraid of retaliation or just unclear as to how to change a senior person's behavior, don't stay paralyzed. Influencing Up gives you the tools to bridge the power gap. Offers practical advice about how to turn your relationship with your boss into a partnership in which both parties benefit Explains what powerful people care about Shows how to overcome power gaps by developing more partner-like relationships Learn what a great partnership with your boss can do for your career—and your mental health!

Allan R. Cohen

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