Getting Results Without Authority

Getting Results Without Authority

OBJECTIVES

• Establish or regain credibility so you can begin to influence people
• Effectively use your power base to persuade others (Personal Power Model)
• 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

WHO SHOULD ATTEND?

If you are a business professional who needs to have work done through others—or who needs to convince another person to buy into an idea or follow up on a request, this programme is for you.

COURSE OUTLINE

Personal Power

• Understanding your personal power
• Personal power behaviours
• 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
• Practising 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