Chapter 1: Why Influence: What You Will Get from This Book.

Part II: The Influence Model.

Chapter 2: The Influence Model: Trading What They Want for What You’ve Got (Using Reciprocity and Exchange).

Chapter 3: Goods and Services: The Currencies of Exchange.

Chapter 4: How to Know What They Want: Understanding Their Worlds (and the Forces Acting on Them).

Chapter 5: You Have More to Offer Than You Think if You Know Your Goals, Priorities, and Resources (The Dirty Little Secret about Power).

Chapter 6: Building Effective Relationships: The Art of Finding and Developing Your Allies.

Chapter 7: Strategies for Making Mutually Profitable Trades.

Part III: Practical Applications of Influence.

Chapter 8: Influencing Your Boss.

Chapter 9: Influencing Difficult Subordinates.

Chapter 10: Working Cross Functionally: Leading and Influencing a Team, Task Force, or Committee.

Chapter 11: Influencing Organizational Groups, Departments, and Divisions.

Chapter 12: Influencing Colleagues.

Chapter 13: Initiating or Leading Major Change.

Chapter 14: Indirect Influence.

Chapter 15: Understanding and Overcoming Organizational Politics.

Chapter 16: Hardball: Escalating to Tougher Strategies When You Can No Longer Catch Flies with Honey.

Appendix A: Extended Case Examples Available on the Web.

Appendix B: Additional Resources.

Notes.

Index.