Influence Without Authority
December 4, 2013
9 am - 4 pm; 6 PDU; $399; Baldwin Wallace, Berea
Instructor: Sue Russell
Expanding our influence, encouraging cooperation, and bringing about successful results-oriented interactions are vital skills in the managerial arena. Organizations are flatter, leaner and more project-driven than ever before, often requiring us to negotiate resources and get work done through associates who are not our direct reports. This group includes our bosses, project sponsors, co-workers, and project team members. Being skilled at planning and using effective persuasion strategies to influence conversations is crucial.
All course participants will receive a copy of Allan Cohen’s and David Bradford’s classic work, Influence without Authority.
Learning Objectives:
- Plan an appropriate influencing strategy for one of your own real-life business situations
- Tailor your approach toward others for more successful interactions
- Use communication and relationship-building skills effectively in the influence process
- Understand persuasion strategies and techniques
- Determine how to present your point of view in a way that enlists the support of others
Target Audience: Managers, team leaders, and supervisors who strive to be more effective managing the performance and interactive behavior of others.
Course Outline:
- Plan for Influencing
- Identify real-life situation
- Understand the people you are trying to influence
- Identify what others need and what is of value to them
- Plan your strategy
Build Relations and Develop Communication Skills
Use questions to gain insight and draw out other people’s ideas and points of view
- Focus on other people through active listening
- Present own position in a logical and compelling way
Learn Persuasion and Exchange Strategies
- Law of reciprocity
- Currencies of exchange
- Sources of power
- Creating a win/win exchange
Practice Influencing
- Practice real-life influencing situation or use a case study situation
- Receive feedback from a peer