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 prac- tical process of reciprocity and exchange—trading what you have that the other per- son desires in exchange for what you need to accomplish workplace and personal goals. The authors also discuss some common currencies of exchange in organi- zational life and how to use them effectively.
By Allan R. Cohen and David L. Bradford
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