Few people at middle to senior levels in work have not heard of the all time classic book, Influence without Authority. Indeed, it was one of the first books on the subject I studied early in my career, and it has stayed with me ever since.
Nearly 10 years ago, I reached out to one of the authors, Dr. Allan R. Cohen to review one of my books, and he accepted. We’ve stayed in touch ever since and now, finally, I got the chance to interview him on our favourite subject – influence!
During our discussion it becomes clear that after 30 years his book is more relevant than ever, so little surprise that a new edition was published last year.
The ideas we discussed have a strong practical side, and my overriding impression is that Allan is a man who lives and breaths his subject with an incredible level of passion that you will not fail to be moved by – and we can all take a leaf out of his book.
Now set aside some time and dive into our world.
Dr. Allan R. Cohen, Distinguished Professor of Global Leadership (Babson College) and co-author of Influence without Authority.
Part 1: The Changing Challenge of Influence
- Why has nothing seemed to change in 30 years?
- “Influence is the way of the world”
- When people get stuck.
- Understanding others is at the core of influence.
- Offending people with assumptions.
- “Learn to tune in to what matters to the other person”
- “they’re wrong, I”m right”
Part 2: Learning to talk about the weather
- Neurological overload – is it feasible?
- “you’re cured in psychotherapy when you catch yourself before the therapist catches you”
- Simple questions to break through.
- “if you really pay attention, everyone is interesting”
- Socialising in a new group.
Part 3: Give, Take and Broken Promises
- Cultural curiosity and food.
- “people who have the most influence in organisations are the ones who have the most relationships”
- “people hate being techniqued”
- Doing things without immediate return.
- Give and NO take, broken promises.
- Driving self-serving agendas.
Part 4: Transparency, Vulnerability and Long Memories
- How to be straignt-talking.
- High range of things people value.
- When people say yes and still do no.
- “being vulnerable first”
- “being 15% more open than the other person”
- “nobody goes away forever”
Part 5: Influence WITH Authority
- Simplifying complexity with values.
- Getting “managing by walking around” wrong.
- Using the power of authority.
- Communication patterns – who really influences?
- “accept that that’s the way the world works”