Getting Results Without Authority

Tap into your personal power to negotiate, influence, and persuade with greater confidence and effectiveness.

Who Should Attend:

This influencing and persuasion course is designed for professionals who need to accomplish work through others or gain genuine buy-in for ideas and requests. Whether you are navigating relationships with supervisors, colleagues, direct reports, or senior leadership, your ability to earn respect, build influence, and cultivate cooperation is a direct driver of career advancement. In this skills-based training, you will focus on three interconnected areas where authority is absent: personal power, persuasion, and negotiation.

You will learn to build your power base using the Personal Power Model, understand the principles of exchange and reciprocity, adapt your communication style to build credibility, persuade through a structured framework of discovery, preparation, and dialogue, and master the core elements of effective negotiation. Practice begins on day one and continues through every activity, supported by video examples, targeted exercises, self-assessment tools, and group discussions.

How You Will Benefit:

• Establish or rebuild credibility so you can begin influencing effectively
• Use your personal power base to persuade with skill and authenticity
• Understand the person you want to influence and engage them through give-and-take
• Develop and sustain relationships inside and outside your organization
• Foster a collaborative work environment that produces faster, stronger results
• Turn differences in communication style into a strategic advantage
• Successfully advance your ideas and drive meaningful change
• Build trust and reciprocal relationships up, down, and across the organization
• Influence others while projecting genuine confidence without being aggressive
• Flex your approach to match the individual or situation
• Apply negotiation techniques that promote win-win outcomes

What You Will Cover:

• Understanding your personal power base and the principle of reciprocity
• Identifying effective influencing behaviors
• Building your personal power base and creating strategic partnerships
• Adapting your communication style when influencing others
• Applying credibility, logic, and emotion throughout the persuasion process
• Customizing your approach to your specific audience
• Understanding the nuances of conflict and how it affects influence
• Providing constructive feedback that keeps conversations productive
• Achieving better outcomes through principled negotiation
• Practicing each step of the negotiation process
• Applying the principles of "soft" negotiation
• Completing a negotiation activity

Course Outline:

LEARNING OBJECTIVES

• Determine Your Personal Power Base
• Analyze and Refine Your Approach to Influencing Others
• Identify the Fundamentals of Exchange and Reciprocity
• Develop and Apply Persuasion Skills
• Strengthen Core Interpersonal Skills Including Listening, Questioning, and Feedback
• Recognize the Value of Constructive Conflict and Navigate It When Influencing
• Apply the Basic Steps of Negotiation to Achieve Win-Win Results

LESSON ONE: Personal Power

• Describe the Personal Power Model and How to Apply It
• Identify Behaviors That Signal Effective Influencing
• Define Ways to Develop Your Personal Power Base

Building Your Personal Power Base

• Explain How Exchange, Relationships, and Partnerships Form the Foundation of Influence
• Identify Your Exchange Portfolio
• Define the Principle of Reciprocity
• Identify Ways to Build Relationships Upward, Downward, and Laterally
• Explain the Strategic Value of Creating Partnerships

LESSON TWO: Building Your Personal Power Base (continued)

• Deepen Your Understanding of How Relationships and Exchange Drive Influence
• Continue Building Your Exchange Portfolio
• Practice Applying the Principle of Reciprocity

Personal Preferences

• Describe the Role of Personal Style When Influencing Others
• Explain the Primary Styles You Encounter in Organizations
• Identify Your Preferred Style and Recognize Those of Others
• Understand the Impact of the Negative Attribution Cycle

LESSON THREE: Persuasion

• Define and Apply Credibility, Logic, and Emotion in Persuasion
• Assess Where Your Audience Stands on Both Communication and Personality Dimensions
• Discuss How Persuasion Functions as a Learning and Negotiation Process
• Follow the Key Steps of Discovery, Preparation, and Dialogue

LESSON FOUR: When Conflict Stands Between You and Your Results

• Describe the Impact of Conflict on Getting Results
• Review the Conflict Management Options Available to You
• Define How to Give Constructive Feedback Without Escalating Conflict
• Select the Right Conflict Management Option for Each Situation

Getting Better Results Through Negotiation and Influence

• Explain the Key Preparation and Process Steps of Negotiation
• Apply the Principles of "Soft" Negotiation
• Bring Together Influence, Persuasion, and Negotiation in a Negotiation Activity