Book Review: Influence without Authority

by Allan R. Cohen and David L. Bradford.

The increase of the matrix organisation and the growth of shared service corporate structures make this book even more important as each year passes. In our work, we can testify that the power of status, the ability to dictate what others do, is becoming a rarity. Even those with line management control increasingly need to motivate and influence those below them. It seems that long gone are the days when you could simply tell someone what to do.

This perhaps explains why this book, since appearing first in 1989, has sold well over 100,000 copies, and still regularly appears as a best seller in its category on Amazon. Another explanation is that it is absolutely jam packed with practical ideas and suggestions about how the reader can develop their influence. The Cohen-Bradford Influence without Authority Model provides a clear anchor to guide the all-important thinking and planning for influence.

Yet this is not all about being nice to people — it's about being realistic and tenacious. And if all else fails, the last chapter, "When You Can No Longer Catch Flies with Honey", helps the reader to get tougher without losing integrity.

Colin Gautrey