Getting Results Without Authority

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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 Will you 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 Learn

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

Who Should Attend

This persuasion and influencing course is ideal for new managers or supervisors 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.

CE Credits: 1.8

For Classroom, Live Online, and Webinar programs, you may transfer to a future session, send someone to take your place or cancel without penalty at any time up to three weeks prior to your program. If you provide AMA with less than three weeks notice, or fail to attend, you will be liable for the entire program fee.

Programs included in AMA OnDemand offerings are not eligible for substitution, transfer, cancellation, return, or refund.

100% Satisfaction Guaranteed—At AMA, we guarantee the quality of our seminars. In fact, 98% of our participants say they would recommend the course they have taken to their colleagues. If, for any reason, you are not satisfied with a seminar for which you have paid, AMA will give you credit toward another seminar of comparable price or will refund your fee.

We appreciate that this is an important investment for you and your company and would like to accommodate your needs the best we can.

American Management Association

American Management Association is a world leader in professional development, advancing the skills of individuals to drive business success.

Challenging situations require a trusted partner.AMA’s mission and approach to improving performance combines experiential learning—“learning through doing”—with opportunities for ongoing professional growth at every step of one’s career journey. AMA supports the goals of individuals and organizations through a complete range of products and services, including seminars, webcasts and podcasts, conferences, corporate and government solutions, business books and research.

Organizations worldwide, including the majority of the Fortune 500, turn to AMA as their trusted partner in professional development and draw upon its experience to enhance skills, abilities and knowledge with noticeable results from day one.

More classes from American Management Association

Class Fee: $2,445

  Sep 11, 2017 - Sep 13, 2017
  Mar 26, 2018 - Mar 28, 2018
Days/Times:
Class Type: In Person
Age: Adults
Inventory: 10 seats available
Location
American Management Association
Multiple Class Locations
Seattle, WA

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Reviews of American Management Association

(10 Reviews)
Leah A.
09/07/2017
Attended: Getting Results Without Authority
It was informative and helped me realize some things about myself as well as my co-workers and our interaction.
Douglas O.
09/07/2017
Attended: Getting Results Without Authority
Class had a well-developed agenda and structure...very knowledgeable instructor.
Rene O.
09/07/2017
Attended: Getting Results Without Authority
This course brought out creative solutions in getting results and gave a better understanding on what everyone has to offer. Enjoyed the class and the participation of the groups.
Patti H.
09/04/2017
Attended: Getting Results Without Authority
Class was excellent, facilitator was good but started losing some people by Wednesday. Became a tough crowd after two full days.
Michele B.
09/04/2017
Attended: Getting Results Without Authority
Michele B. gave this class 5 out of 5 Connect2Classes stars.
Thiru T.
09/04/2017
Attended: Getting Results Without Authority
Thiru T. gave this class 4 out of 5 Connect2Classes stars.
Alex D.
08/28/2017
Attended: Getting Results Without Authority
Alex D. gave this class 4 out of 5 Connect2Classes stars.
Jason M.
08/25/2017
Attended: Getting Results Without Authority
Good course. Applicable to my job. We sometimes got too much into the weeds or too much into a specific example. But overall, valuable.
Angelita M.
08/25/2017
Attended: Getting Results Without Authority
Maybe less group exercises and more discussions
Lynette G.
08/25/2017
Attended: Getting Results Without Authority
More in depth strategies for persuasion. Section seemed short and forced bc it was the last day. Maybe bring persuasion/negation into 1st or second day.