Cohen, Allan R. / Bradford, David L.Today, professionals and managers experience great increases in responsibility without parallel increases in authority. This book shows how to attain co-operation from other managers who command resources, information, or potential support but who are not required to collaborate. Discusses how to negotiate exchanges to get what you need to get the work done-especially how to think in terms of the interests of fellow managers and workers and the “currencies” these people trade in. Shows subordinates how to get support from superiors and collaboration from peers, how to take responsibility, get challenging tasks, and cultivate appropriate work conditions.
Published by Wiley ISBN: 0-471-54894-4. 336 pages, Paper. 19 US dollars 95c. www.wiley.com