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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 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
 
 

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

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

38 Sessions Available

Online Schedule

5 Sessions Available

  • $2,445.00 Non Members
  • $2,195.00 AMA Members
  • $2,079.00 GSA
Date Duration State City Zip
  2019-06-27 2019-06-28 Jun 27, 2019 - Jun 28, 2019 2 Days MA Boston 02110-1817 Boston 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 80202-5107 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 75001-3505 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

  2019-11-14 2019-11-15 Nov 14, 2019 - Nov 15, 2019 2 Days NY New York 10019 New York Register Now

  2019-11-18 2019-11-19 Nov 18, 2019 - Nov 19, 2019 2 Days CA Los Angeles 90045 Los Angeles 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

  2019-12-16 2019-12-17 Dec 16, 2019 - Dec 17, 2019 2 Days NY New York 10019 New York Register Now

  2019-12-18 2019-12-19 Dec 18, 2019 - Dec 19, 2019 2 Days IL Chicago 60601 Chicago 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

  2020-02-03 2020-02-04 Feb 3, 2020 - Feb 4, 2020 2 Days NY New York 10019 New York Register Now

  2020-02-05 2020-02-06 Feb 5, 2020 - Feb 6, 2020 2 Days CA San Francisco 94103-3156 San Francisco Register Now

  2020-02-10 2020-02-11 Feb 10, 2020 - Feb 11, 2020 2 Days DC Arlington/Washington 22202-4807 Arlington/Washington Register Now

  2020-02-12 2020-02-13 Feb 12, 2020 - Feb 13, 2020 2 Days IL Chicago 60601 Chicago Register Now

  2020-02-27 2020-02-28 Feb 27, 2020 - Feb 28, 2020 2 Days TX Dallas 75001 Dallas Register Now

  2020-03-02 2020-03-03 Mar 2, 2020 - Mar 3, 2020 2 Days CA Los Angeles 90045 Los Angeles Register Now

  2020-03-05 2020-03-06 Mar 5, 2020 - Mar 6, 2020 2 Days MA Boston 02110 Boston Register Now

  2020-03-12 2020-03-13 Mar 12, 2020 - Mar 13, 2020 2 Days GA Atlanta 30309-7705 Atlanta Register Now

  2020-03-26 2020-03-27 Mar 26, 2020 - Mar 27, 2020 2 Days CO Denver 80002 Denver Register Now

2445.00 $
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