Allan R. Cohen

A thought-provoking perspective on how you can increase your influence on others. I especially liked the high number of real life examples provided. In the end, the author's approach felt too mechanical to me, though - I would have preferred a stronger focus on how to keep my own integrity intact while searching for "currencies" to use in exchanges with those I wish to influence. I also don't agree with their assessment that withholding information to get a better deal is not damaging or show more unethical. show less

For many, this book is simply a compendium of common sense and behavioral anecdotes. For others, I'm sure it is packed with new ways of thinking about their colleagues and organizations. Sorry to say, I'm in more of the first camp. Yet, I did read several chapters and skim the rest and am of the opinion that there is some good stuff, well presented. It just didn't break much new ground for me.

At some level this book is just common sense. Establish connections with people, do something they value, and they will be more likely to do something if you ask them. But… devil is in the details. I think the advice in the book is good, but the book could present the same information in half the size.

I picked this out at a bookstore, after browsing dozens of related titles and deciding this was the most balanced, the most practical, and the most proven. Having now read it and several other titles, I'm convinced through my own experience that it merits the reputation it also seems to get from others, as a classic within the genre. Cohen and Bradford provide a simple model based on the concept of "currency." Through their own clear explanation and a wealth of real-world examples, they show more teach the principles of influence. show less