Getting Results Without Authority

Unleash your personal power to negotiate, influence, and persuade.

Who Should Attend:

This persuasion and influencing course is ideal for professionals who need to accomplish work through others or convince colleagues to buy into ideas and follow through on requests. Whether you work 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 will focus on the key elements of influencing others when formal authority is absent: personal power, persuasion, and negotiation. You will learn how to influence people by building your power base using the Personal Power Model, understand exchange and reciprocity as the first steps in the influence process, adapt your communication style to build credibility, and persuade others through a framework of discovery, preparation, and dialogue. You will also master the key components of negotiation.

You will practice persuasive communication and other influencing techniques from day one through the final activity, enhancing your learning with videos, exercises, assessment tools, and group discussions.

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 are trying to influence and persuade through give-and-take dialogue
• Develop and grow relationships within your organization and beyond
• Create a collaborative work environment for faster, better results
• Let communication differences work for you rather than against you
• Successfully sell your ideas and implement change
• Achieve trust and give-and-take relationships throughout your organization, working up, down, and across departments
• Influence people while projecting self-confidence without being pushy
• Adapt your style to the person or situation you are dealing with
• Identify various negotiating techniques that promote win-win outcomes

What You Will Cover:

• 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

Course Outline:

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 (continued)

• 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 encounter 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 stands on both communication and personality issues and develop an appropriate 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 to you
• Define how to provide constructive feedback without adding to the conflict
• Explain how to select the appropriate option for a situation

Getting Better Results Through Negotiation and Influencing

• Explain the key preparation and process steps of negotiation
• Define and apply the principles of soft negotiation
• Apply influence, persuasion, and negotiation skills in a negotiation activity