Book SummaryInfluence without Authority, by Allan R. Cohen and David L. Bradford

1-Page Summary1-Page Book Summary of Influence without Authority

In Influence Without Authority, Allan R. Cohen and David L. Bradford explore how to influence others in organizations without formal power. They argue that influence is a process of strategic exchanges, where currencies are exchangeable resources such as goods, services, or intangible benefits. To influence others, you must understand what they value and what you can offer in return. This requires understanding their world and their experiences. Without this understanding, forming exchanges that satisfy...

Influence without Authority Summary Core Concepts of Influence and Exchange

First, Cohen and Bradford assert that influencing requires strategic exchanges and understanding what others value. They define influence as a process of strategic exchanges, where currencies are exchangeable resources such as goods, services, or intangible benefits.

To influence others, you must understand what they value and what you can offer in return. This requires understanding their world and their experiences. Without this understanding, forming exchanges that satisfy both parties is challenging.

(Shortform note: Cohen and Bradford’s definition of influence as “strategic exchanges” may not apply in situations where people are influenced by authority figures. In Obedience to Authority, Stanley Milgram’s experiments showed that people often obey authority figures even when it goes against their morals. Milgram argues that people obey because they see themselves as instruments for carrying out someone else’s wishes, not because they expect a beneficial exchange.)

Next, we will delve into the dynamics of reciprocal exchange, and the influence currencies and relational foundations that can help you influence...

Influence without Authority Summary Applying Influence: Diagnosis, Engagement, and Managing Connections

Next, we will discuss the influence process and tactics for effective trade and relationship building.

The Persuasion Method: Diagnosis and Execution

According to Cohen and Bradford, the influence process is based on the principle of reciprocal exchange. People work together when they recognize a benefit they'll receive in exchange. This thing of value could be a budget reallocation, a sincere thank you, or an internal feeling that helping was the right organizational choice.

(Shortform note: While Cohen and Bradford argue that people work together when they recognize a benefit they'll receive in exchange, this transactional approach can backfire. In Drive, Daniel H. Pink explains that when people expect a reward for completing a task, they begin to lose interest in the activity itself. The reward narrows their focus and, in the long run, undermines their intrinsic motivation to keep doing it once the reward is gone.)

We’ll start by diagnosing the ally and then cover the Cohen-Bradford influence method.

Comprehending the Supporter

To diagnose a collaborator, Cohen and Bradford suggest assessing their goals, concerns,...

Shortform Exercise: Building Trust in Reciprocal Exchange

Consider a situation where you need to influence a colleague without having any authority over them. Think about how to build trust and engage in reciprocal exchange effectively.

What are some ways you can identify what your colleague values in order to create a mutually beneficial exchange?