Allan R. Cohen
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Influence Without Authority
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40 editions
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published
1989
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Influencing Up
by
13 editions
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published
2012
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Entrepreneurs in Every Generation: How Successful Family Businesses Develop Their Next Leaders
by
11 editions
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published
2016
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The Portable MBA in Management
10 editions
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published
1993
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Effective Behavior in Organizations (REP) with PowerWeb
17 editions
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published
1984
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Alternative Work Schedules: Integrating Individual and Organizational Needs
4 editions
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published
1978
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Tradition, change and conflict in indian family business (Publications of the Institute of Social Studies, 13)
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published
1974
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Influence Without Authority, 2nd Edition
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Eikyōryoku No Hōsoku: Gendai Soshiki O Ikinuku Baiburu
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published
2007
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Eikyo??ryoku no ho??soku. zoku
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“It’s usually not enough to point out impending problems/opportunities or even to propose solutions. You may have to garner support for your proposed solution or conduct small pilot tests. All of this involves the need to influence powerful people.”
― Influencing Up
― Influencing Up
“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.”
― Influence Without Authority
― Influence Without Authority
“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.”
― Influence Without Authority
― Influence Without Authority
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