Influence Without Authority
Allan R. Cohen
Top 10 Best Quotes
“If you have quick verbal skills, use humor to deflect attacks. A quip instead of a counterattack can ease tension, reduce the impact of the other person's aggression, and help build the relationship. When in doubt, use self-deprecating humor such as, “Oh, I see, all you want me to do is to cave in, go belly up, and hand you everything you want. I guess I must come across as the weakest player in the universe.” And with tough bargainers, don't give in too soon; otherwise they might worry that they could have gained more and left too much on the table. In such cases, you must let them believe that they have wrested every last concession from you.”
“Warren had to decide whether to fight for his choice, and once he did, find a way to preserve his relationship while getting the desired result.”
“The challenge and chance to learn is its own reward. It is usually not difficult to figure out ways of offering challenge. Asking your potential allies to join the problem-solving group or passing them a tough piece of your project are ways to pay in the currency of challenge. (If the person is competent, you probably get back more than expected.)”
“Some professionals will do almost anything for a chance to work on tough tasks.”
“Sheila realized that pressuring the hotel managers would probably not work, so she changed her ideas about the target: “We need to put the fight where it belongs.” The team told the hotel managers that they “would go to the owners and make the case.” This did the trick, and the managers promised to provide secondary support.”
“One of the authors, then a department head, found that this worked when a colleague was trying to manipulate and bully him (about office space); looking right at the colleague and loudly saying, “Don't mess with me, Jack. I teach negotiations!” made him back off. Jack was much nicer from then on, because he assumed his ploys wouldn't work.”
“Making clear that there could be a negative outcome—and that you are willing to do whatever is necessary—can not only get the other person's attention but also, in some cases, increase respect for you. Being willing to fight hard for what you believe in often engenders admiration.”
“It is an illusion that once upon a time managers could make their direct reports do whatever was needed. Nobody has ever had enough authority—they never have and never will. Organizational life is too complicated for that.”
“Influence at work requires that you know what you are doing, have reasonable plans, are competent at the task at hand.”
“I started first by building a skills inventory of each team member (learning about competencies) and worked with them individually identifying their strengths and weaknesses.”
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Book Keywords:
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