Part I: Introduction. 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.