Allan R. Cohen



Average rating: 3.63 · 617 ratings · 50 reviews · 15 distinct worksSimilar authors
Influence Without Authority

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3.60 avg rating — 528 ratings — published 1989 — 23 editions
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Influencing Up

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4.05 avg rating — 38 ratings — published 2012 — 7 editions
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The Portable MBA in Management

3.24 avg rating — 17 ratings — published 1993 — 8 editions
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Portable MBA in Economics

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really liked it 4.00 avg rating — 2 ratings — published 1998
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Comportamento Organizacional

it was amazing 5.00 avg rating — 1 rating — published 2001
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Effective Behavior in Organ...

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it was amazing 5.00 avg rating — 1 rating — published 1984 — 6 editions
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Tradition, Change and Confl...

really liked it 4.00 avg rating — 1 rating — published 1974 — 2 editions
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Alternative Work Schedules:...

2.50 avg rating — 2 ratings — published 1978
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Effective Behavior in Organ...

liked it 3.00 avg rating — 1 rating — published 2002
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Influência sem autoridade

0.00 avg rating — 0 ratings
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More books by Allan R. Cohen…
“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.”
Allan R. Cohen, Influencing Up

“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.”
Allan R. Cohen, Influence Without Authority

“Although there’s no doubt that external realities such as very difficult bosses or remote senior managers can present significant challenges (problems we address in later chapters), we’ve found that you, the person seeking influence, often erect your own barriers to achieving that influence. The reasons for this are various and include the following: The assumptions you hold about how hard to push An unwillingness to raise a tough issue or have a difficult conversation with your boss A combative tone that provokes the exact reactions you dislike Fear of being turned down Inability to let go of your own concerns long enough to remember to give something valuable to get cooperation Any problems you might have dealing with authority These self-limiting attitudes and behaviors are why you will have to take a tough look at yourself at various points in the book, while also carefully analyzing the person or group you need to influence. You have more ability to make a difference than you may think.”
Allan R. Cohen, Influencing Up



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