Influence without authority

Intro -- Title Page -- Copyright -- Dedication -- Foreword -- Acknowledgments -- Part I: Introduction -- Chapter 1: Why Influence: What You Will Get from This Book -- Sachin Bhat Is Asked to Step In -- Why an Influence Model? -- Barriers to Influence -- Overcome the Barriers: Use an Influence Model to Guide You -- Plan, But Do Not Come Across as Self-Seeking -- Get "Two for the Price of One" -- The Book's Organization -- Notes -- 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 -- Exchange: The Art of Give and Take That Permeates All Influence Tactics -- The Cohen-Bradford Influence without Authority Model -- Self-Created Barriers to Influencing -- Notes -- Chapter 3: Goods and Services: The Currencies of Exchange -- Coin of the Realm: The Concept of Currencies -- Frequently Valued Currencies -- Some Cautions -- Using Currencies: Complexities and Restrictions -- Expanding Your "Currency Pool" -- Self-Traps in Using Currencies -- Pay in the Currency Others Value, Not Just What You Would Value -- Resenting Having to Go Out of the Way -- A Word of Warning: Beware False Advertising -- Last Word: Some Currencies Really Are Not Convertible -- Notes -- Chapter 4: How to Know What They Want: Understanding Their Worlds (and the Forces Acting on Them) -- Two Forces That Can Explain All Behavior -- How to Know What Might Be Important to the Other Person -- The Potential Ally's Environment -- Where Are They Headed? Career Aspirations and Personal Background -- The Potential Ally's Worries -- Gathering Real-Time Data about the World of Others -- Just Because It Waddles and Quacks Like a Duck Doesn't Mean It's a Duck: The Dangers of Stereotyping -- Barriers to Acting on Knowledge of the Worlds of Important Stakeholders.