Customer Service 888-669-1776
USD - US Dollar (Change)

Welcome!

My Cart (0)

Getting Results Without Authority

SKU# AM9

Availability: Registration open

Starting at: $2,095.00

How do you influence people who don’t work for you to get the results you need?
Designed, created, and delivered by our partner, the American Management Association.


Duration: 3 days (Live In-Person) or four 3-hour lessons (Live Online)   |  CEU: 1.8 (Live In-Person) 1.2 (Live Online)

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. What’s more, in challenging economic times, the people with whom you interact in business can change on a moment’s notice. The ability to adapt quickly and work with anyone to achieve desired results is crucial—especially when you don’t have immediate authority to command their cooperation. At this seminar, 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 behavior patterns that build credibility…persuade with a framework of discovery, preparation and dialogue…master the key components of negotiation.

You’ll practice 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 work styles and 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
Personal Preference
  • Linkages between personal styles and reciprocity, relationship, partnership
  • Style indicator and interpretation tool
  • Blind spots in your self-knowledge
  • The negative attribution cycle
Persuasion
  • 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

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.

Length of Training:

3 Days (Live In-Person) or four 3-hour lessons (Live Online)

Format

Duration

Live In-Person 3 Days
Live Online Four 3-hour sessions

Live In-Person Tuition:

1-4 People $2195 each
5+ People $2095 each

Live Online Tuition:

1-4 People $2095 each
5+ People $1995 each

Please call 1-888-669-1776 for GSA or AMA member pricing.

Continuing Education Credits:

1.8 CEU (Live In-Person) or 1.2 (Live Online)

Register for Getting Results Without Authority

Make a selection.

Add participant(s).

* Required Fields

© FranklinCovey, Inc. All rights reserved.