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Getting Results Without Authority

Unleash your personal power to negotiate, influence and persuade

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—and enhance your learning with videos, exercises, assessment tools and group discussions.

Seminar Number: 02532

  • In a Classroom
  • Online
  • Your Company Location

Course Scheduling & Pricing

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.

  •   Classroom2 Day(s)
    1.2 CEU, 14 CPE, 12 PDU, 12 PMU
  •   Online4 Lesson(s)
    1.2 CEU, 14 CPE, 12 PDU, 12 PMU
 

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—and enhance your learning with videos, exercises, assessment tools and group discussions.

  • 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

 

  • Understanding your personal power base and the principle of reciprocity
  • Identifying effective influencing behaviors
  • Building your personal power base and creating partnerships
  • Flexing your communication style preferences when influencing others
  • Applying credibility, logic and emotion in the persuasion process
  • Customizing your approach to persuade your audience members
  • Understanding the nuances of conflict
  • Providing constructive feedback 
  • Getting better results through negotiation
  • Practicing the negotiation steps 
  • Applying the principles of “soft” negotiation
  • Conducting a negotiation activity

 

Learning Objectives

  • Determine Your Personal Power Base
  • Analyze Your Approach When Influencing Others, and Know How to
    Adjust It
  • Identify the Fundamentals of Exchange and Reciprocity
  • Develop and Apply Persuasion Skills Using Four Skill Steps to Influence Others
  • Improve Your Basic Interpersonal Skills of Listening, Questioning, and Providing Constructive Feedback
  • Appreciate the Value of Constructive Conflict and Learn How to Work Through Conflict Situations When Influencing
  • Identify the Basic Steps of Negotiation, and Promote Win/Win Results

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 Power Base

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 Activity

Action Plan

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

Download Extended Seminar Outline PDF

LEARNING OBJECTIVES

  • Determine Your Personal Power Base
  • Analyze Your Approach When Influencing Others, and Know How to Adjust It
  • Identify the Fundamentals of Exchange and Reciprocity
  • Develop and Apply Persuasion Skills to Influence Others
  • Improve Your Basic Interpersonal Skills of Listening, Questioning, and Providing Constructive Feedback
  • Appreciate the Value of Constructive Conflict, and Learn How to Work Through Conflict Situations When Influencing
  • Identify the Basic Steps of Negotiation, and Promote Win/Win Results

LESSON ONE

Personal Power

  • Describe the Personal Power Model and How to Use It with Your Personal Power Base
  • Identify the Behaviors That Indicate Effective Influencing
  • Define Ways to Develop the Platform for Your Personal Power Base

Building Your Personal Power Base

  • Describe How Exchange, Relationships and Partnerships Are the Foundation of a Personal Power Base and the Keys to Influence
  • Identify Your Exchange Portfolio
  • Define the Principle of Reciprocity
  • Identify Ways to Build Relationships Upward, Downward, and Laterally Within Your Organization
  • Explain the Value of Creating Partnerships

LESSON TWO

Building Your Personal Power Base (cont’d)

  • Describe How Exchange, Relationships and Partnerships Are the Foundation of a Personal Power Base and the Keys to Influence
  • Identify Your Exchange Portfolio
  • Define the Principle of Reciprocity
  • Identify Ways to Build Relationships Upward, Downward, and Laterally Within Your Organization
  • Explain the Value of Creating Partnerships

Personal Preferences

  • Describe the Importance of Personal Styles When Influencing Others
  • Explain the Major Personal Styles That You Deal with in Organizations
  • Identify Your Preferred Style and Those of Others
  • Define the Impact of the Negative Attribution Cycle

LESSON THREE

Persuasion

  • Define and Apply Credibility, Logic, and Emotion in the Persuasion Process
  • Evaluate Where Your Audience Is on Both Communication and Personality 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

LESSON FOUR

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/Influencing

  • Explain the Key Preparation and Process Steps of Negotiation
  • Define and Apply the Principles of “Soft” Negotiation
  • Apply Influence, Persuasion, and Negotiation in a Negotiation Activity

Download Extended Seminar Outline PDF

Live Online FAQs 

This course is valid for 12 PMUs.
4 Professional Effectiveness [PE]
8 Relationship Management [RM]

AMA has been reviewed and approved as a provider of project management training by the Project Management Institute (PMI).

Talent Triangle PDUs

[L] 10 [S&B] 2

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

American Management Association is accredited by the International Association for Continuing Education and Training (IACET) and is accredited to issue the IACET CEU.

AMA is registered with the National Association of State Boards of Accountancy (NASBA) as a sponsor of continuing professional education on the National Registry of CPE Sponsors. State boards of accountancy have final authority on the acceptance of individual courses for CPE credit. Complaints regarding registered sponsors may be submitted to the National Registry of CPE Sponsors through its website: www.nasbaregistry.org. For additional information or for more information regarding administrative policies such as complaints and refunds, please contact Martha Leon at 212-903-8173.

Recommended CPE Credit: 14 hours/Basic
Prerequisites: None
Advance Preparation: Online pre- and post-assessment
Delivery Method: Group Live / Group Internet-based
Field of Study: Non-Technical – Communication, Personal Development

Classroom Schedule

23 Sessions Available

Online Schedule

19 Sessions Available

  • $2,445.00 Non Members
  • $2,195.00 AMA Members
  • $2,079.00 GSA
Date Duration State City Zip
  2021-06-10 2021-06-11 Jun 10, 2021 - Jun 11, 2021 2 Days IL Chicago 60601 Chicago Register Now

  2021-06-17 2021-06-18 Jun 17, 2021 - Jun 18, 2021 2 Days TX Houston 77001 Houston Register Now

  2021-06-21 2021-06-22 Jun 21, 2021 - Jun 22, 2021 2 Days NY New York 10019 New York Register Now

  2021-07-15 2021-07-16 Jul 15, 2021 - Jul 16, 2021 2 Days IL Chicago 60601 Chicago Register Now

  2021-07-21 2021-07-22 Jul 21, 2021 - Jul 22, 2021 2 Days CO Denver 80002 Denver Register Now

  2021-07-26 2021-07-27 Jul 26, 2021 - Jul 27, 2021 2 Days DC Arlington/Washington 22202-4807 Arlington/Washington Register Now

  2021-08-16 2021-08-17 Aug 16, 2021 - Aug 17, 2021 2 Days NY New York 10019 New York Register Now

  2021-08-23 2021-08-24 Aug 23, 2021 - Aug 24, 2021 2 Days GA Atlanta 30309-7705 Atlanta Register Now

  2021-08-26 2021-08-27 Aug 26, 2021 - Aug 27, 2021 2 Days CA San Francisco 94103-3156 San Francisco Register Now

  2021-09-08 2021-09-09 Sep 8, 2021 - Sep 9, 2021 2 Days IL Chicago 60601 Chicago Register Now

  2021-09-16 2021-09-17 Sep 16, 2021 - Sep 17, 2021 2 Days TX Dallas 75001 Dallas Register Now

  2021-09-20 2021-09-21 Sep 20, 2021 - Sep 21, 2021 2 Days DC Arlington/Washington 22202-4807 Arlington/Washington Register Now

  2021-10-07 2021-10-08 Oct 7, 2021 - Oct 8, 2021 2 Days PA Philadelphia 19107 Philadelphia Register Now

  2021-10-14 2021-10-15 Oct 14, 2021 - Oct 15, 2021 2 Days NY New York 10019 New York Register Now

  2021-10-25 2021-10-26 Oct 25, 2021 - Oct 26, 2021 2 Days CA San Francisco 94103-3156 San Francisco Register Now

  2021-10-27 2021-10-28 Oct 27, 2021 - Oct 28, 2021 2 Days MA Boston 02110 Boston Register Now

  2021-11-04 2021-11-05 Nov 4, 2021 - Nov 5, 2021 2 Days IL Chicago 60601 Chicago Register Now

  2021-11-15 2021-11-16 Nov 15, 2021 - Nov 16, 2021 2 Days CA Los Angeles 90045 Los Angeles Register Now

  2021-11-22 2021-11-23 Nov 22, 2021 - Nov 23, 2021 2 Days DC Arlington/Washington 22202-4807 Arlington/Washington Register Now

  2021-11-29 2021-11-30 Nov 29, 2021 - Nov 30, 2021 2 Days TX Houston 77001 Houston Register Now

  2021-12-06 2021-12-07 Dec 6, 2021 - Dec 7, 2021 2 Days CA San Francisco 94103-3156 San Francisco Register Now

  2021-12-13 2021-12-14 Dec 13, 2021 - Dec 14, 2021 2 Days NY New York 10019 New York Register Now

  2021-12-15 2021-12-16 Dec 15, 2021 - Dec 16, 2021 2 Days IL Chicago 60601 Chicago Register Now

2445.00 $
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