Getting Results Without Authority (Live Online)

Unleash your personal power to negotiate, influence and persuadeWho 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.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.How You Will Benefit:Establish or regain credibility so you can begin to influence peopleEffectively use your power base to persuade othersUnderstand the person you’re trying to influence—and persuade through give-and-takeDevelop and grow relationships within your organization and beyondCreate a collaborative work environment for faster, better resultsLet communication differences work for, not against, youSuccessfully sell your ideas and implement changeAchieve trust and give-and-take relationships up, down and across the organizationInfluence people while projecting self-confidence without being pushyAdapt your style to the person or situation you’re dealing withIdentify various negotiating techniques that promote win-win outcomesWhat You Will Cover:Understanding your personal power base and the principle of reciprocityIdentifying effective influencing behaviorsBuilding your personal power base and creating partnershipsFlexing your communication style preferences when influencing othersApplying credibility, logic and emotion in the persuasion processCustomizing your approach to persuade your audience membersUnderstanding the nuances of conflictProviding constructive feedback Getting better results through negotiationPracticing the negotiation steps Applying the principles of “soft” negotiationConducting a negotiation activityCourse Outline:LEARNING OBJECTIVESDetermine Your Personal Power BaseAnalyze Your Approach When Influencing Others, and Know How to Adjust ItIdentify the Fundamentals of Exchange and ReciprocityDevelop and Apply Persuasion Skills to Influence OthersImprove Your Basic Interpersonal Skills of Listening, Questioning, and Providing Constructive FeedbackAppreciate the Value of Constructive Conflict, and Learn How to Work Through Conflict Situations When InfluencingIdentify the Basic Steps of Negotiation, and Promote Win/Win ResultsLESSON ONEPersonal PowerDescribe the Personal Power Model and How to Use It with Your Personal Power BaseIdentify the Behaviors That Indicate Effective InfluencingDefine Ways to Develop the Platform for Your Personal Power BaseBuilding Your Personal Power BaseDescribe How Exchange, Relationships and Partnerships Are the Foundation of a Personal Power Base and the Keys to InfluenceIdentify Your Exchange PortfolioDefine the Principle of ReciprocityIdentify Ways to Build Relationships Upward, Downward, and Laterally Within Your OrganizationExplain the Value of Creating PartnershipsLESSON TWOBuilding Your Personal Power Base (cont’d)Describe How Exchange, Relationships and Partnerships Are the Foundation of a Personal Power Base and the Keys to InfluenceIdentify Your Exchange PortfolioDefine the Principle of ReciprocityIdentify Ways to Build Relationships Upward, Downward, and Laterally Within Your OrganizationExplain the Value of Creating PartnershipsPersonal PreferencesDescribe the Importance of Personal Styles When Influencing OthersExplain the Major Personal Styles That You Deal with in OrganizationsIdentify Your Preferred Style and Those of OthersDefine the Impact of the Negative Attribution CycleLESSON THREEPersuasionDefine and Apply Credibility, Logic, and Emotion in the Persuasion ProcessEvaluate Where Your Audience Is on Both Communication and Personality Issues, and Develop an ApproachDiscuss How Persuasion Is a Learning and Negotiation ProcessExplain How to Follow the Key Learning Steps of Discovery, Preparation, and Dialogue in the Persuasion ProcessLESSON FOURWhen Conflict Comes Between You and Your Desired ResultsDescribe the Impact of Conflict on Getting ResultsDiscuss the Conflict Management Responses AvailableDefine How to Provide Constructive Feedback and Not Add to the ConflictExplain How to Select the Appropriate Option for a SituationGetting Better Results Through Negotiation/InfluencingExplain the Key Preparation and Process Steps of NegotiationDefine and Apply the Principles of “Soft” NegotiationApply Influence, Persuasion, and Negotiation in a Negotiation Activity