Five Keys to Powerful Business Relationships: How to Become More Productive, Effective and Influential

Annotated Bibliography

Relationship Before Task

Cohen, Allan R., and David L. Bradford. Influence without Authority. New York: Wiley, 1989 and 1991.

A cornerstone book. The worker/manager of tomorrow will need to be able to get things done through teams outside the bounds of his or her formal authority. This means that such workers/managers will have to know well both themselves and those whom they will be trying to influence. This book contains one of the most useful explications of the social exchange theory that we have seen. The chart on page 79 entitled, “Currencies Frequently Valued in Organizations,” may be worth the price of the book for those struggling with what motivates people. We think that this book will be especially helpful for ...