Getting Results Without Authority

AMA - American Management Association
Training overview
Professional Course
2 days
From 2,345 USD
Start dates
Online
2,445 USD
12/7/2020

San Francisco
2,445 USD
12/7/2020

New York City
2,445 USD
12/14/2020

Chicago
2,445 USD
12/16/2020
AMA - American Management Association

Course description

Getting Results 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

Who should attend?

This persuasion and influencing course is ideal for those who need to have work done through others—or who need to convince another person to buy into an idea or follow up on a request.

Training content

This training course will cover:

Personal Power

  • Understanding your personal power
  • Personal power behaviors
  • Attributes of effective/ineffective influencers
  • Your power relative to the other person
  • Influencing 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

Persuasion

  • Key components of persuasive communication skills: 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 in business 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

Costs

The course is priced as follows: $2445 - Non-members
$2195 - AMA members
$2079 - GSA price

About AMA

2019 leadership

About American Management Association International

For over 90 years, American Management Association International (AMA) has been a world leader in professional development. AMA supports the goals of individuals, organizations, and government agencies with a complete range of corporate talent transformation solutions, including public open-enrollment seminars...


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AMA - American Management Association



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