Читать книгу Influence Without Authority - Cohen Allan R. - Страница 12

The discussion so far has focused on achieving your task objectives by setting up a win-win outcome. That is primary, but it often produces an important secondary benefit: a more positive work relationship. The influence process of working to understand the world of the other, of speaking to their needs, of paying attention how to work together, and in having the other satisfied with the outcome usually has a positive effect on the relationship.

Research suggests that “having good work relationships” is a key factor valued at work. (Have you ever been in a negative work climate? It can be poisonous.) Often people are hesitant to push for new ideas for fear of alienating others – and sometimes that is the unfortunate outcome. But we are suggesting that using the Cohen-Bradford Influence model offers the possibility of simultaneously achieving task success and incrementally building the positive work relationships most people prefer.