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Getting Results Without Authority

Seminar #2532 Classroom
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How do you influence people who don’t work for you to get the results you need?


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 communication style to 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.
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Schedule

  • [3] days
  • [3] days - $2,445 Non Members
  • [3] days - $2,195 AMA Members
  • [3] days - $1,984 GSA

Credits

1.8 CEU / 18 PDU / 21 CPE

Talent Triangle PDUs

[L] 18

Project Management Institute (PMI) Talent Triangle, 2015. Reproduced with the permission of PMI. Copyright and all rights reserved.

Download Our Course Info Packet Today
The course packet will provide all curriculum information necessary to demonstrate the value of the program.

Schedule

We have 2 scheduled sessions located nationwide starting between 8/10/2016 - 4/17/2017

Date Location Duration Attendees  
Nov 14, 2016 - Nov 16, 2016 Atlanta, GA 3 Days
Feb 22, 2017 - Feb 24, 2017 Atlanta, GA 3 Days
Registering more than 4  people, please call 1-877-566-9441.

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

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

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 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

Extended Seminar Outline

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.

Special Feature

This Seminar Features Blended Learning

AMA Blended Learning combines instructor-led training with online pre- and post-seminar assessments, tune-up courses and other resources to maximize your training goals. Through a blend of proven instructor-led seminars and powerful online technology, AMA Blended Learning provides a compelling and more comprehensive experience for the learner - producing a greater return-on-investment for the employer and the seminar participant.  

 
 

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