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 on day three of this information-packed program—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
Online4 Lesson(s)
1.2 CEU, 14 CPE, 12 PDU

Overview
How You Will Benefit
What You Will Cover
Outline - Classroom
Outline - Live Online
Credits

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.

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

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

American Management Association (AMA) is accredited by the International Association for Continuing Education and Training (IACET). AMA complies with the ANSI/IACET Standard, which is recognized internationally as a standard of excellence in instructional practices. As a result of this accreditation, AMA is authorized 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

38 Sessions Available

Online Schedule

5 Sessions Available

$2,445.00 Non Members
$2,195.00 AMA Members
$2,079.00 GSA

Date

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Date	Duration	State	City	Zip
2019-05-06 2019-05-07 May 6, 2019 - May 7, 2019	2 Days	PA	Philadelphia	19019 Philadelphia	Register Now
2019-05-09 2019-05-10 May 9, 2019 - May 10, 2019	2 Days	NY	New York	10019 New York	Register Now
2019-05-16 2019-05-17 May 16, 2019 - May 17, 2019	2 Days	CA	San Francisco	94103-3156 San Francisco	Register Now
2019-05-20 2019-05-21 May 20, 2019 - May 21, 2019	2 Days	AZ	Scottsdale	85250 Scottsdale	Register Now
2019-06-03 2019-06-04 Jun 3, 2019 - Jun 4, 2019	2 Days	DC	Arlington/Washington	22202-4807 Arlington/Washington	Register Now
2019-06-10 2019-06-11 Jun 10, 2019 - Jun 11, 2019	2 Days	IL	Chicago	60601 Chicago	Register Now
2019-06-17 2019-06-18 Jun 17, 2019 - Jun 18, 2019	2 Days	GA	Atlanta	30309-7705 Atlanta	Register Now
2019-06-20 2019-06-21 Jun 20, 2019 - Jun 21, 2019	2 Days	TX	Houston	77042-4559 Houston	Register Now
2019-06-27 2019-06-28 Jun 27, 2019 - Jun 28, 2019	2 Days	MA	Boston	02110-1817 Boston	Register Now
2019-07-08 2019-07-09 Jul 8, 2019 - Jul 9, 2019	2 Days	CA	Anaheim	92801 Anaheim	Register Now
2019-07-18 2019-07-19 Jul 18, 2019 - Jul 19, 2019	2 Days	IL	Chicago	60601 Chicago	Register Now
2019-07-24 2019-07-25 Jul 24, 2019 - Jul 25, 2019	2 Days	CO	Denver	80002 Denver	Register Now
2019-07-29 2019-07-30 Jul 29, 2019 - Jul 30, 2019	2 Days	NY	New York	10019 New York	Register Now
2019-08-01 2019-08-02 Aug 1, 2019 - Aug 2, 2019	2 Days	CA	San Francisco	94103-3156 San Francisco	Register Now
2019-08-08 2019-08-09 Aug 8, 2019 - Aug 9, 2019	2 Days	DC	Arlington/Washington	22202-4807 Arlington/Washington	Register Now
2019-08-19 2019-08-20 Aug 19, 2019 - Aug 20, 2019	2 Days	NY	New York	10019 New York	Register Now
2019-08-26 2019-08-27 Aug 26, 2019 - Aug 27, 2019	2 Days	IL	Chicago	60601 Chicago	Register Now
2019-09-05 2019-09-06 Sep 5, 2019 - Sep 6, 2019	2 Days	GA	Atlanta	30309-7705 Atlanta	Register Now
2019-09-11 2019-09-12 Sep 11, 2019 - Sep 12, 2019	2 Days	NV	Las Vegas	88901 Las Vegas	Register Now
2019-09-19 2019-09-20 Sep 19, 2019 - Sep 20, 2019	2 Days	TX	Dallas	75001 Dallas	Register Now
2019-09-23 2019-09-24 Sep 23, 2019 - Sep 24, 2019	2 Days	DC	Arlington/Washington	22202-4807 Arlington/Washington	Register Now
2019-09-30 2019-10-01 Sep 30, 2019 - Oct 1, 2019	2 Days	NY	New York	10019 New York	Register Now
2019-10-02 2019-10-03 Oct 2, 2019 - Oct 3, 2019	2 Days	IL	Chicago	60601 Chicago	Register Now
2019-10-10 2019-10-11 Oct 10, 2019 - Oct 11, 2019	2 Days	PA	Philadelphia	19019 Philadelphia	Register Now
2019-10-28 2019-10-29 Oct 28, 2019 - Oct 29, 2019	2 Days	CA	San Francisco	94103-3156 San Francisco	Register Now
2019-10-30 2019-10-31 Oct 30, 2019 - Oct 31, 2019	2 Days	MA	Boston	02110 Boston	Register Now
2019-11-04 2019-11-05 Nov 4, 2019 - Nov 5, 2019	2 Days	IL	Chicago	60601 Chicago	Register Now
2019-11-07 2019-11-08 Nov 7, 2019 - Nov 8, 2019	2 Days	DC	Arlington/Washington	22202-4807 Arlington/Washington	Register Now
2019-11-07 2019-11-08 Nov 7, 2019 - Nov 8, 2019	2 Days	CA	Los Angeles	90045 Los Angeles	Register Now
2019-11-14 2019-11-15 Nov 14, 2019 - Nov 15, 2019	2 Days	NY	New York	10019 New York	Register Now
2019-12-02 2019-12-03 Dec 2, 2019 - Dec 3, 2019	2 Days	DC	Arlington/Washington	22202-4807 Arlington/Washington	Register Now
2019-12-02 2019-12-03 Dec 2, 2019 - Dec 3, 2019	2 Days	TX	Houston	77001 Houston	Register Now
2019-12-05 2019-12-06 Dec 5, 2019 - Dec 6, 2019	2 Days	GA	Atlanta	30309-7705 Atlanta	Register Now
2019-12-09 2019-12-10 Dec 9, 2019 - Dec 10, 2019	2 Days	CA	San Francisco	94103-3156 San Francisco	Register Now
2019-12-09 2019-12-10 Dec 9, 2019 - Dec 10, 2019	2 Days	IL	Chicago	60601 Chicago	Register Now
2019-12-16 2019-12-17 Dec 16, 2019 - Dec 17, 2019	2 Days	NY	New York	10019 New York	Register Now
2020-01-13 2020-01-14 Jan 13, 2020 - Jan 14, 2020	2 Days	CA	San Diego	92101 San Diego	Register Now
2020-01-27 2020-01-28 Jan 27, 2020 - Jan 28, 2020	2 Days	FL	Lake Buena Vista / Orlando	32830 Lake Buena Vista / Orlando	Register Now

$2,345.00 Non Members
$2,095.00 AMA Members
$1,984.00 GSA

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Date	Duration
2019-05-07 2019-05-16 May 7, 2019 - May 16, 2019	4 Lesson(s) 05/07/2019, 2:00PM- 5:00PM; 05/09/2019, 2:00PM- 5:00PM; 05/14/2019, 2:00PM- 5:00PM; 05/16/2019, 2:00PM- 5:00PM;	Register Now
2019-07-09 2019-07-18 Jul 9, 2019 - Jul 18, 2019	4 Lesson(s) 07/09/2019, 2:00PM- 5:00PM; 07/11/2019, 2:00PM- 5:00PM; 07/16/2019, 2:00PM- 5:00PM; 07/18/2019, 2:00PM- 5:00PM;	Register Now
2019-09-10 2019-09-19 Sep 10, 2019 - Sep 19, 2019	4 Lesson(s) 09/10/2019, 2:00PM- 5:00PM; 09/12/2019, 2:00PM- 5:00PM; 09/17/2019, 2:00PM- 5:00PM; 09/19/2019, 2:00PM- 5:00PM;	Register Now
2019-11-05 2019-11-14 Nov 5, 2019 - Nov 14, 2019	4 Lesson(s) 11/05/2019, 2:00PM- 5:00PM; 11/07/2019, 2:00PM- 5:00PM; 11/12/2019, 2:00PM- 5:00PM; 11/14/2019, 2:00PM- 5:00PM;	Register Now
2020-01-14 2020-01-23 Jan 14, 2020 - Jan 23, 2020	4 Lesson(s) 01/14/2020, 2:00PM- 5:00PM; 01/16/2020, 2:00PM- 5:00PM; 01/21/2020, 2:00PM- 5:00PM; 01/23/2020, 2:00PM- 5:00PM;	Register Now

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