Summary
Get what you need to achieve your goals and deliver results. "Influence Without Authority" is the classic guide to obtaining what you need from people you do not control. Getting things done requires collaboration, and persuading others to contribute demands political skills. This book introduces the exchange model, where you receive what you need by offering something valuable in return. The key is to know what the other person values – that is their "currency," and it is your immediate tool to gain their cooperation. This model has proven effective over decades as organizations worldwide have shifted from frustration and resignation to collaboration and results. This book will show you how to implement the exchange model at personal, team, and organizational levels to elevate performance and leadership standards.