Citation (IEEE): A. R. Cohen and D. L. Bradford, “The Influence Model: Using Reciprocity and Exchange to Get What You Need,” Journal of Organizational Excellence, vol. 25, no. 1, pp. 57–80, 2005. doi: 10.1002/joe.20080.
What it argues
Summarizes the authors’ model for influencing people over whom you have no authority. Influence rests on reciprocity: people help those who give them something they value. The model asks you to assume the other person is a potential ally, clarify your own goals, understand the other person’s world, identify the “currencies” they value, manage the relationship, and make mutually beneficial exchanges.