Part I: Introduction
Chapter 1: Why Influence: What You Will Get from This Book
Part II: The Influence Model
Chapter 2: The Influence Model: Trading What They Want for What You’ve Got (Using Reciprocity and Ex Change)
Chapter 3: Goods and Services: The Currencies of Ex Change
Chapter 4: How to Know What They Want: Understanding Their Worlds (and the Forces Acting on Them)
Chapter 5: You Have More to Offer Than You Think if You Know Your Goals, Priorities, and Resources (The Dirty Little Secret about Power)
Chapter 6: Building Effective Relationships: The Art of Finding and Developing Your Allies
Chapter 7: Strategies for Making Mutually Profitable Trades
Part III: Practical Applications of Influence
Chapter 8: Influencing Your Boss
Chapter 9: Influencing Difficult Subordinates
Chapter 10: Working Cross Functionally: Leading and Influencing a Team, Task Force, or Committee
Chapter 11: Influencing Organizational Groups, Departments, and Divisions
Chapter 12: Influencing Colleagues
Chapter 13: Initiating or Leading Major Change
Chapter 14: Indirect Influence
Chapter 15: Understanding and Overcoming Organizational Politics
Chapter 16: Hardball: Escalating to Tougher Strategies When You Can No Longer Catch Flies with Honey
Appendix A: Extended Case Examples Available on the Web
Appendix B: Additional Resources
Notes
Index
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