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Allan R. Cohen Biography

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“I started first by building a skills inventory of each team member (learning about competencies) and worked with them individually identifying their strengths and weaknesses.”

Team Strength Weakness Skill Competency

Book:Influence Without Authority

Source: Influence Without Authority

“Making clear that there could be a negative outcome—and that you are willing to do whatever is necessary—can not only get the other person's attention but also, in some cases, increase respect for you. Being willing to fight hard for what you believe in often engenders admiration.”

Attention Respect Admiration Fight Belive Outcome

Book:Influence Without Authority

Source: Influence Without Authority

“If you have quick verbal skills, use humor to deflect attacks. A quip instead of a counterattack can ease tension, reduce the impact of the other person's aggression, and help build the relationship. When in doubt, use self-deprecating humor such as, “Oh, I see, all you want me to do is to cave in, go belly up, and hand you everything you want. I guess I must come across as the weakest player in the universe.” And with tough bargainers, don't give in too soon; otherwise they might worry that they could have gained more and left too much on the table. In such cases, you must let them believe that they have wrested every last concession from you.”

Humor Relationship Tough Tension Aggression Attack Bargain Verbal Give In Concession

Book:Influence Without Authority

Source: Influence Without Authority

“Warren had to decide whether to fight for his choice, and once he did, find a way to preserve his relationship while getting the desired result.”

Relationship Choice Fight Result Preserve

Book:Influence Without Authority

Source: Influence Without Authority

“Credibility through action. First, he bought himself time to do his homework. Then by terminating the two engineers who weren't competent in their positions, he increased his credibility with Fred as a person who could take action.”

Action Position Credibility Competent

Book:Influence Without Authority

Source: Influence Without Authority

“I believed in what I had to offer and the money was significant to my business, so I was going to fight for it.” Lisa presented to a large audience despite her fear because of Anna's support.”

Fear Support Audience Fight Belive

Book:Influence Without Authority

Source: Influence Without Authority

“Sheila realized that pressuring the hotel managers would probably not work, so she changed her ideas about the target: “We need to put the fight where it belongs.” The team told the hotel managers that they “would go to the owners and make the case.” This did the trick, and the managers promised to provide secondary support.”

Support Pressure Target Fight Belong Case

Book:Influence Without Authority

Source: Influence Without Authority

“One of the authors, then a department head, found that this worked when a colleague was trying to manipulate and bully him (about office space); looking right at the colleague and loudly saying, “Don't mess with me, Jack. I teach negotiations!” made him back off. Jack was much nicer from then on, because he assumed his ploys wouldn't work.”

Mess Loud Bully Negotiation Manipulate Ploy Back Off

Book:Influence Without Authority

Source: Influence Without Authority