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Kelley School of Business

Influence Without Authority One-Day Course

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Everybody has a unique profile of informal power. In this one-day course, you’ll discover how to leverage yours.

How confident are you in your ability to persuade and influence?

In today’s flat organizations, minimal hierarchy means minimal bureaucracy. Decisions are no longer handed down from executive management, but instead made within teams between peers. Every employee is empowered to take on an attitude of leadership, and usually without the formality of a title.

In these democratic environments, the ability to influence and persuade your peers becomes crucial for achieving organizational goals, driving acts of innovation, and advancing your personal career.

But, frequently mistaken as intuitive traits that either come naturally or with experience, “influence” and “persuasion” are hardly ever the featured topics of executive-level education—until now.

Get support and buy-in from your peers, regardless of your position in the company

Every individual has a unique profile of informal power. In this one-day course, you’ll discover how to leverage yours in order to persuade and influence key decision-makers within the company—regardless of your role or title. Together with your instructor and classmates, you’ll hone your preferred persuasion style and learn how to analyze the concerns of multiple partners to create influence strategies that result in collaborative, win-win outcomes. These are strategies that can be used in a variety of professional relationships, including peers, superiors, and even customers.

Learning outcomes: what you'll take back to the office

In this one-day course, you will:

  • Conduct a personal power audit to better understand the power dynamics within a team
  • Broaden your personal strengths to become a more effective project partner
  • Develop the personal and professional coalition strategies necessary to bring a group to productive consensus
  • Learn how to determine the best inducements for cooperation in a variety of situations
  • Identify and articulate the underlying interests of your fellow teammates
  • Explore tactics for “managing up” to gain approval from those at higher organizational levels
  • Practice how to sell ideas and projects across organizational boundaries

Who should attend

This course is for anyone who wants to become an influencer within their organization, or who struggles to find support from key company stakeholders.

New managers will also find this course useful, in addition to small business owners and entrepreneurs who seek to build stronger relationships with vendors, customers, and other organizations.


Carolyn Goerner is a Clinical Professor of Management at Indiana University’s Kelley School of Business in Bloomington. Currently, she teaches Strategic Human Resources in Kelley’s Integrated Core in addition to courses in negotiation at the undergraduate and graduate levels. Dr. Goerner complet...
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