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"Influence without Authority" book notes

Last updated 28.4.2024

These notes capture key strategies from "Influence Without Authority" by Allan R. Cohen and David L. Bradford for effective interpersonal relationships and influencing others in the workplace without formal authority.

These are my personal notes, but maybe you will find them usefull too.

Building Relationships and Communication

Make relationships before they are needed. A good reputation acts as a reserve for difficult times.
Communicate inclusively by saying "we fix it" instead of "I fix it" to foster teamwork.
Influence through a give-and-take process. Diagnose the goals of the other person to find what you can offer in exchange for what you need.
Seeing the pressures others are under can help stop demonizing them and see them as potential allies.
Present your thoughts in a more business-like manner, less personally.
In remote meetings, use structured agendas and keep webcams on for better focus and easier opening up via video call as it’s less intense with fewer external clues.

Managing Emotions and Conflicts

Downplay personal feelings and focus on the task.
Stay calm in the face of anger and avoid attacking others. Be tough and honest without being disrespectful.
Avoid blame as it's not helpful.
Handle conflicts by ensuring the other person feels they also won; aim for win-win situations.

Strategic Influence and Reciprocity

Insist on what is important to you but may not be to others.
Understand the law of reciprocity: what you give is expected to be returned in one form or another.
Give favors before you need them returned to build credit for future influence.
Recognize the hidden costs in exchanges and represent them when negotiating to ensure fair compensation.
Many people underestimate the "currencies" they can offer, like craftsmanship or teaching, to influence outcomes favorably.

Working with Management

Use your boss as a potential ally, seeing them as a partner.
Be clear about your own goals and priorities when communicating with your boss.
Ensure you fully understand your boss's directives and the resources available.
Find projects or cases that align with your boss’s interests to involve them effectively.
Present new ideas to your boss only when they are well thought out and the benefits are clear.
The goal is to maintain a supportive work relationship with your boss as a partner, not to critique them. If alignment isn’t possible, consider moving on.

Adapting to Workplace Culture

Early successes can lead to better cooperation within teams.
Adjust to company culture when asking for things.
Recognize that truly powerful people don't need to show off but address problems directly and empower others.

Diplomacy and Discretion

The three rules of being a diplomat: never tell a lie, never tell everything, and when in doubt, go to the bathroom.
Train your reflexes to respond appropriately in challenging situations.

E-Mail your comments to `paul@nospam.buetow.org` :-)

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