American Management Association

Getting Results Without Authority

Available dates

Dec 2—3, 2019
2 days
Arlington, Washington, United States
USD 2445
USD 1222 per day
Dec 2—3, 2019
2 days
Houston, Texas, United States
USD 2445
USD 1222 per day
Dec 5—6, 2019
2 days
Lake Buena Vista, Florida, United States
USD 2445
USD 1222 per day
+24 more options


Coursalytics is an independent platform to find, compare, and book executive courses. Coursalytics is not endorsed by, sponsored by, or otherwise affiliated with American Management Association.

Full disclaimer.

About the course

Learn how to be persuasive and get the results you’re looking for without authority.

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

Personal Power

  • Understanding your personal power
  • Personal power behaviors
  • Attributes of effective/ineffective influencers
  • Your power relative to the other person
  • Influence strategies
  • Commitment Model: why commitment from others doesn’t happen by chance

Reciprocity and Relationships: The First Step in the Influence Process

  • Mental model of influence
  • Reciprocity assessment and case study
  • Principles of reciprocity
  • Building relationships
  • Creating partnership

Communication Style

  • The importance of flexing with communication style preferences when influencing others
  • Various communication styles you come across at work
  • Identifying your preferred communication style and those of others
  • The impact of the negative attribution cycle


  • Key components of persuasion: discovery, preparation, dialogue
  • The need to adjust to different audiences
  • Understanding the world of the other person
  • The role of investment and risk in persuasion
  • Achieving credibility
  • Managing stakeholders
  • Reaching a common goal
  • Selling your position by providing evidence
  • Connecting emotionally
  • Best form of communication: listening, questioning
  • Practicing persuasion techniques

When Conflict Comes Between You and Your Desired Results

  • Approaches to conflict resolution
  • Conflict activity
  • Giving and receiving feedback
  • Using a win-win mindset

Getting Better Results Through Negotiation

  • Power, information, timing and approach
  • Basic principles of negotiation
  • Various steps in negotiation
  • Final negotiation activity

Developing an Action Plan

Special Feature

This Seminar Features Blended Learning

AMA Blended Learning combines instructor-led training with online pre- and post-seminar assessments, tune-up courses and other resources to maximize your training goals. Through a blend of proven instructor-led seminars and powerful online technology, AMA Blended Learning provides a compelling and more comprehensive experience for the learner - producing a greater return-on-investment for the employer and the seminar participant.


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


  • 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

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.

Course reviews

Seminar #2532 Getting Results Without Authority

Downloadable files