Getting Results Without Authority

Course Summary:

Presented in coordination with the American Management Association, this Instructor-lead seminar will provide you with the key elements of influencing others when there is lack of authority through personal power, persuasion, and negotiation.

Course Details:

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 through personal power, persuasion, and negotiation.

You'll practice persuasive communication and other influencing techniques right from day one through the final activity-and enhance your learning with videos, exercises, assessment tools, and group discussions.

Key Learning Objectives:

By attending this training course, you will how to:

• 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 utcomes

AGENDA

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 PowerBase

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 ctivity

Action Plan

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

After participating, you'll receive a Certificate of Completion that is suitable for framing.