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Cohen Allan R.
Influence Without Authority
Читать книгу Influence Without Authority - Cohen Allan R. - Страница 1
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Influence
Without
AUTHORITY
Third Edition
Allan R.
Cohen
| David L.
Bradford
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DEDICATION
FOREWORD
ACKNOWLEDGMENTS
PART I
INTRODUCTION
CHAPTER 1
WHY INFLUENCE: WHAT YOU WILL GET FROM THIS BOOK
PART I
INTRODUCTION
CHAPTER 1
WHY INFLUENCE: WHAT YOU WILL GET FROM THIS BOOK
Sachin Bhat Is Asked to Step In
PART I
INTRODUCTION
CHAPTER 1
WHY INFLUENCE: WHAT YOU WILL GET FROM THIS BOOK
Why an Influence Model?
PART I
INTRODUCTION
CHAPTER 1
WHY INFLUENCE: WHAT YOU WILL GET FROM THIS BOOK
Barriers to Influence
PART I
INTRODUCTION
CHAPTER 1
WHY INFLUENCE: WHAT YOU WILL GET FROM THIS BOOK
Overcome the Barriers: Use an Influence Model to Guide You
PART I
INTRODUCTION
CHAPTER 1
WHY INFLUENCE: WHAT YOU WILL GET FROM THIS BOOK
Plan, But Do Not Come Across as Self-Seeking
PART I
INTRODUCTION
CHAPTER 1
WHY INFLUENCE: WHAT YOU WILL GET FROM THIS BOOK
Get “Two for the Price of One”
PART I
INTRODUCTION
CHAPTER 1
WHY INFLUENCE: WHAT YOU WILL GET FROM THIS BOOK
The Book's Organization
PART II
THE INFLUENCE MODEL
CHAPTER 2
THE INFLUENCE MODEL: TRADING WHAT THEY WANT FOR WHAT YOU'VE GOT (USING RECIPROCITY AND EXCHANGE)
PART II
THE INFLUENCE MODEL
CHAPTER 2
THE INFLUENCE MODEL: TRADING WHAT THEY WANT FOR WHAT YOU'VE GOT (USING RECIPROCITY AND EXCHANGE)
Ignore the Law of Reciprocity at Your Peril
PART II
THE INFLUENCE MODEL
CHAPTER 2
THE INFLUENCE MODEL: TRADING WHAT THEY WANT FOR WHAT YOU'VE GOT (USING RECIPROCITY AND EXCHANGE)
Exchange: The Art of Give and Take That Permeates All Influence Tactics
PART II
THE INFLUENCE MODEL
CHAPTER 2
THE INFLUENCE MODEL: TRADING WHAT THEY WANT FOR WHAT YOU'VE GOT (USING RECIPROCITY AND EXCHANGE)
The Cohen-Bradford Influence without Authority Model
PART II
THE INFLUENCE MODEL
CHAPTER 2
THE INFLUENCE MODEL: TRADING WHAT THEY WANT FOR WHAT YOU'VE GOT (USING RECIPROCITY AND EXCHANGE)
Self-Created Barriers to Influencing
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