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Getting Results Without Authority

AMA - American Management Association
Training overview
2 days
2,345 - 2,445 USD
Classroom / Public
Next start date: 9/16/2019 - San Francisco
Start dates
San Francisco
9/16/2019  
2,445 USD
10/28/2019  
2,445 USD
Dallas
9/19/2019  
2,445 USD
2/27/2020  
2,445 USD
Arlington
9/23/2019  
2,445 USD
11/7/2019  
2,445 USD

Course description

Getting Results Without Authority

The ability to win respect, influence people and cultivate cooperation is essential to career success—especially since the people with whom you interact can change without warning.
This seminar will help you focus on the key elements of influencing others when there is lack of authority—personal power, persuasion and negotiation. Practice powerful influencing techniques throughout these Live-Online lessons and enhance your learning with assessment tools and group activities.

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’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 work styles and 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

Who should attend?

Those who need to get work done through others—or who need to convince another person to buy into an idea or follow up on a request.

Training Content

This training course will cover:

Personal Power

  • Understanding your personal power
  • Personal power behaviors
  • Attributes of effective/ineffective influencers
  • Your power relative to the other person
  • Influencing strategies
  • Commitment Model: why commitment from others doesn’t happen by chance

Reciprocity and Relationships: The First Step in the Influence Process

  • Mental model of influence
  • Reciprocity assessment and case study
  • Principles of reciprocity
  • Building relationships
  • Creating partnership

Communication Style

  • The importance of flexing with communication style preferences when influencing others
  • Various communication styles you come across at work 
  • Identifying your preferred communication style and those of others 
  • The impact of the negative attribution cycle

Persuasion

  • Key components of persuasive communication skills: discovery, preparation, dialogue
  • The need to adjust to different audiences
  • Understanding the world of the other person
  • The role of investment and risk in persuasion
  • Achieving credibility
  • Managing stakeholders
  • Reaching a common goal
  • Selling your position by providing evidence
  • Connecting emotionally
  • Best form of communication: listening, questioning
  • Practicing persuasion in business techniques

When Conflict Comes Between You and Your Desired Results

  • Approaches to conflict resolution
  • Conflict activity
  • Giving and receiving feedback
  • Using a win-win mindset

Getting Better Results Through Negotiation

  • Power, information, timing and approach
  • Basic principles of negotiation
  • Various steps in negotiation
  • Final negotiation activity

Developing an Action Plan

Costs

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

About supplier

2019 leadership

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...


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Contact info

AMA - American Management Association



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Getting Results Without Authority
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