Getting Results Without Authority

American Management Association

How long?

  • 1 week
  • online, in person

American Management Association

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Who should attend

Those who need to get work done through others—or who need to convince another person to buy into an idea or follow up on a request.

About the course

Unleash your personal power to negotiate, influence and persuade

Whether you’re dealing with bosses, colleagues, staff members or senior management, the ability to win respect, influence people and cultivate cooperation is absolutely essential to career success. In this persuasive skills training, you’ll focus on the key elements of influencing others when there is lack of authority—personal power, persuasion and negotiation.

Learn how to influence people by building your power base using the Personal Power Model…understand exchange and reciprocity (the first steps in the influence process) …adapt communication style to build credibility…persuade with a framework of discovery, preparation and dialogue…master the key components of negotiation.

You’ll practice persuasive communication and other influencing techniques right from day one through the final activity on day three of this information-packed program—and enhance your learning with videos, exercises, assessment tools and group discussions.

How You Will Benefit

  • Establish or regain credibility so you can begin to influence people
  • Effectively use your power base to persuade others
  • Understand the person you’re trying to influence—and persuade through give-and-take
  • Develop and grow relationships within your organization and beyond
  • Create a collaborative work environment for faster, better results
  • Let communication differences work for, not against, you
  • Successfully sell your ideas and implement change
  • Achieve trust and give-and-take relationships up, down and across the organization
  • Influence people while projecting self-confidence without being pushy
  • Adapt your style to the person or situation you’re dealing with
  • Identify various negotiating techniques that promote win-win outcomes

What You Will Cover

  • Understanding your personal power base and the principle of reciprocity
  • Identifying effective influencing behaviors
  • Building your personal power base and creating partnerships
  • Flexing your communication style preferences when influencing others
  • Applying credibility, logic and emotion in the persuasion process
  • Customizing your approach to persuade your audience members
  • Understanding the nuances of conflict
  • Providing constructive feedback
  • Getting better results through negotiation
  • Practicing the negotiation steps
  • Applying the principles of “soft” negotiation
  • Conducting a negotiation activity

Outline – Classroom

Learning Objectives

  • Determine Your Personal Power Base
  • Analyze Your Approach When Influencing Others, and Know How to
  • Adjust It
  • Identify the Fundamentals of Exchange and Reciprocity
  • Develop and Apply Persuasion Skills Using Four Skill Steps to Influence Others
  • Improve Your Basic Interpersonal Skills of Listening, Questioning, and Providing Constructive Feedback
  • Appreciate the Value of Constructive Conflict and Learn How to Work Through Conflict Situations When Influencing
  • Identify the Basic Steps of Negotiation, and Promote Win/Win Results

Personal Power

  • Describe the Personal Power Model and How to Use It with Your Personal Power Base
  • Identify the Behaviors Indicating Effective Influencing
  • Define Ways to Develop the Platform for Your Personal Power Base

Building Your Personal Power Base

  • Describe How Exchange, Relationship, and Partnership Are the Foundation of One’s Personal Power Base and the Keys to Influence
  • Identify Your Exchange Portfolio
  • Define the Principe of Reciprocity
  • Identify Ways to Build Relationships Upward, Downward, and Laterally Within Your Organization
  • Explain the Value of Creating Partnerships

Communication Style

  • Describe the Importance of Flexing with Communication Style Preferences When Influencing Others
  • Explain the Communication Style Preferences That You Deal With at Work
  • Identify Your Preferred Communication Style and Those of Others
  • Define the Impact of the Negative Attribution Cycle

Persuasion

  • Define and Apply Credibility, Logic, and Emotion in the Persuasion Process
  • Evaluate Where Your Audience Is on the Communication Issues and Develop an Approach
  • Discuss How Persuasion Is a Learning and Negotiation Process
  • Explain How to Follow the Key Learning Steps of Discovery, Preparation, and Dialogue in the Persuasion Process

When Conflict Comes Between You and Your Desired Results

  • Describe the Impact of Conflict on Getting Results
  • Discuss the Conflict-Management Responses Available
  • Define How to Provide Constructive Feedback and Not Add to the Conflict
  • Explain How to Select the Appropriate Option for a Situation

Getting Better Results Through Negotiation

  • Explain the Key Preparation and Process Steps of Negotiation
  • Define and Apply the Principles of “Soft” Negotiation
  • Apply Influence, Persuasion, and Negotiation in Negotiation Activity

Action Plan

  • Identify Learning Points from the Program
  • Apply Learning Points to Specific Changes in Persuasion Efforts

Outline – Online

Learning Objectives

  • Determine Your Personal Power Base
  • Analyze Your Approach When Influencing Others, and Know How to Adjust It
  • Identify the Fundamentals of Exchange and Reciprocity
  • Develop and Apply Persuasion Skills to Influence Others
  • Improve Your Basic Interpersonal Skills of Listening, Questioning, and Providing Constructive Feedback
  • Appreciate the Value of Constructive Conflict, and Learn How to Work Through Conflict Situations When Influencing
  • Identify the Basic Steps of Negotiation, and Promote Win/Win Results

LESSON ONE

Personal Power

  • Describe the Personal Power Model and How to Use It with Your Personal Power Base
  • Identify the Behaviors That Indicate Effective Influencing
  • Define Ways to Develop the Platform for Your Personal Power Base

Building Your Personal Power Base

  • Describe How Exchange, Relationships and Partnerships Are the Foundation of a Personal Power Base and the Keys to Influence
  • Identify Your Exchange Portfolio
  • Define the Principle of Reciprocity
  • Identify Ways to Build Relationships Upward, Downward, and Laterally Within Your Organization
  • Explain the Value of Creating Partnerships

LESSON TWO

Building Your Personal Power Base (cont’d)

  • Describe How Exchange, Relationships and Partnerships Are the Foundation of a Personal Power Base and the Keys to Influence
  • Identify Your Exchange Portfolio
  • Define the Principle of Reciprocity
  • Identify Ways to Build Relationships Upward, Downward, and Laterally Within Your Organization
  • Explain the Value of Creating Partnerships

Personal Preferences

  • Describe the Importance of Personal Styles When Influencing Others
  • Explain the Major Personal Styles That You Deal with in Organizations
  • Identify Your Preferred Style and Those of Others
  • Define the Impact of the Negative Attribution Cycle

LESSON THREE

Persuasion

  • Define and Apply Credibility, Logic, and Emotion in the Persuasion Process
  • Evaluate Where Your Audience Is on Both Communication and Personality Issues, and Develop an Approach
  • Discuss How Persuasion Is a Learning and Negotiation Process
  • Explain How to Follow the Key Learning Steps of Discovery, Preparation, and Dialogue in the Persuasion Process

LESSON FOUR

When Conflict Comes Between You and Your Desired Results

  • Describe the Impact of Conflict on Getting Results
  • Discuss the Conflict Management Responses Available
  • Define How to Provide Constructive Feedback and Not Add to the Conflict
  • Explain How to Select the Appropriate Option for a Situation

Getting Better Results Through Negotiation/Influencing

  • Explain the Key Preparation and Process Steps of Negotiation
  • Define and Apply the Principles of “Soft” Negotiation
  • Apply Influence, Persuasion, and Negotiation in a Negotiation Activity

Videos and materials

Getting Results Without Authority at American Management Association

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