Influence Without Authority, 3rd Edition

Index

A

• Acceptance/inclusion (relationship-based currency)
• Accordion method
• Accusation versus inquiry
• Agreement, reaching
• Ajamian, Richard
• Allen, Marcia
• Allies, assuming all to be potential (influence model component)
• Apple Computer
• Army After-Action Reviews
• Ashley, Monica
• Assistance (task-related currency)
• Athans, Alexander
• Austin, Anne

B

• Babitsky, Timlynn
• Barnes, Kim
• Barra, Mary
• Barriers to influence
• Behavior:
  • contextual forces shaping
  • personality and
• “A Better World”
• Bhat, Kavita
• Bhat, Sachin
• Borrowing on credit
• Boss
  • approach to influencing
  • cost-benefit analysis of relationship
  • currencies valuable to
  • as difficult colleague
  • disagreeing without being insubordinate
  • escalating issues to a common boss
  • examples:
    • disagreeing with the boss who wants to be in charge
    • earning boss’s confidence
    • gaining promotion from
    • helping boss become more effective
  • gaining coaching and development from
  • heroic leadership model
  • influence strategy (central principles)
  • supervisor-subordinate versus partnership relationship
  • “true grit” (being a worthy partner)
  • typical issues
    • “how can I get what I want from my boss in terms of improved job scope, challenge, or autonomy”
    • “how can I help develop my boss”
    • “my boss doesn’t want a partnership”
    • “my boss is often wrong”
    • “my boss resists my ideas for how to improve things in our area”
  • utilizing partnership to gain responsibility/greater scope for your job
  • ways you can limit yourself in influencing
• Bryant, Crystal

C

• Career backgrounds (understanding ...