Show findcourses.com as: Mobile

Getting Results Without Authority

AMA - American Management Association
Training overview
Professional Course
2 days
From 2,445 USD
Start dates
Online
2,445 USD
5/17/2021

Arlington
2,445 USD
5/17/2021

Chicago
2,445 USD
6/10/2021

Houston
2,445 USD
6/17/2021
AMA - American Management Association

Course description

Getting Results Without Authority

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.

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.

Training content

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

Costs

The course is priced as follows: $2445 - Non-members
$2195 - AMA members
$2079 - GSA price

Certification / Credits

  • 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

About AMA

About American Management Association International

For over 90 years, American Management Association International (AMA) has been a world leader in professional development. AMA supports the goals of individuals, organizations, and government agencies with a complete range of corporate talent transformation solutions, including public open-enrollment seminars...


Read more and show all training delivered by this supplier

Contact info

AMA - American Management Association



Training reviews

No reviews available

Special Offers
Experience best-in-class virtual...
AMA - American Management Association
Read more

Need help with your search?

findcourses.com offers a free consultancy service to help compare training for you and your team

Request a free quote

Request a free training quote