The influence model: Using reciprocity and exchange to get what you need

✍ Scribed by Cohen, Allan R. ;Bradford, David L.

• Book ID: 102391237
• Publisher: John Wiley and Sons
• Year: 2005
• Tongue: English
• Weight: 232 KB
• Volume: 25
• Category: Article
• ISSN: 1531-1864
• DOI: 10.1002/joe.20080

✦ Synopsis

Abstract

In organizational life, you can't always get what you want, especially from people over whom you have no authority. The Cohen‐Bradford Influence model offers a practical process of reciprocity and exchange—trading what you have that the other person desires in exchange for what you need to accomplish workplace and personal goals. The authors also discuss some common currencies of exchange in organizational life and how to use them effectively. © 2005 Allan R. Cohen & David L. Bradford