Getting Results Without Authority

Develop your personal power to effectively negotiate, influence, and persuade others in professional situations.

Who Should Attend:

This course in persuasion and influencing skills is designed for professionals who need to accomplish work through others, convince colleagues to embrace new ideas, or gain buy-in for important requests. Whether you interact with supervisors, peers, direct reports, or senior executives, the ability to build respect, influence others effectively, and foster cooperation is critical to career advancement. In this practical persuasion and negotiation training, you will focus on essential elements of influence when formal authority is absent: personal power development, persuasive communication, and negotiation techniques.

This course teaches you how to establish influence by developing your personal power base using proven models, mastering principles of exchange and reciprocity to initiate the influence process, adapting your communication approach to build credibility, developing persuasion frameworks centered on discovery and structured dialogue, and learning core negotiation components. Through daily practice in persuasive communication and influence techniques combined with real-world exercises, video case studies, assessment tools, and collaborative discussions, you will build practical skills immediately applicable to your work.

How You Will Benefit:

• Establish credibility and regain influence with key stakeholders
• Leverage your personal power base strategically to persuade others
• Develop a deeper understanding of the people you influence and negotiate through mutual benefit
• Build and strengthen relationships at all organizational levels
• Foster collaborative work environments that accelerate results
• Convert communication style differences into relationship strengths
• Present and implement your ideas with confidence and success
• Achieve mutual trust and reciprocal relationships throughout your organization
• Influence others while demonstrating self-assurance without aggression
• Adjust your approach to match individual and situational needs
• Apply negotiating techniques that create win-win agreements

What You Will Cover:

• Exploring your personal power base and the principle of reciprocity
• Recognizing effective influencing behaviors and patterns
• Developing your power base through strategic partnerships
• Adjusting communication style preferences when influencing different audiences
• Using credibility, logic, and emotional appeal in persuasion
• Customizing persuasion approaches for specific audiences
• Managing conflict and tension constructively
• Delivering constructive feedback that improves relationships
• Achieving better outcomes through effective negotiation
• Mastering negotiation procedures and frameworks
• Implementing collaborative "soft" negotiation principles
• Engaging in practical negotiation simulations

Course Outline:

Learning Objectives

• Assess and develop your personal power base
• Evaluate your influencing approach and implement effective adjustments
• Master exchange and reciprocity principles as foundations for influence
• Build and apply persuasion skills to achieve influence objectives
• Enhance listening, questioning, and constructive feedback skills
• Recognize constructive conflict value and navigate conflict when influencing
• Learn negotiation fundamentals and strategies that support mutual success

Lesson One: Personal Power

• Understanding the Personal Power Model and its application to your power base
• Identifying behaviors that demonstrate effective influencing
• Building the foundation for your personal power base

Lesson One: Building Your Personal Power Base

• Recognizing how exchange, relationships, and partnerships establish your power base and enable influence
• Assessing your exchange portfolio and available resources
• Applying the principle of reciprocity in professional relationships
• Developing relationships across hierarchical levels within your organization
• Creating valuable partnerships that strengthen your influence

Lesson Two: Building Your Personal Power Base Continued

• Leveraging exchange, relationships, and partnerships as foundations for influence
• Evaluating your exchange portfolio and resources
• Applying reciprocity principles effectively
• Establishing relationships in multiple organizational directions
• Building strategic partnerships

Lesson Two: Personal Preferences and Style

• Recognizing how personal style affects your influencing effectiveness
• Exploring primary personal styles in organizational settings
• Identifying your natural communication style and observing others
• Understanding negative attribution cycles and their impact

Lesson Three: Persuasion Techniques

• Applying credibility, logic, and emotional elements in persuasion
• Assessing audience perspective on communication and personality factors
• Recognizing persuasion as an iterative, negotiation-based process
• Following structured persuasion steps: discovery, preparation, and dialogue

Lesson Four: Managing Conflict and Negotiation

• Analyzing conflict impact on achieving desired results
• Evaluating conflict management approaches and options
• Providing constructive feedback while reducing conflict escalation
• Selecting appropriate conflict responses for each situation

Lesson Four: Achieving Results Through Negotiation and Influence

• Mastering preparation and procedural steps for successful negotiation
• Applying collaborative "soft" negotiation principles
• Practicing influence, persuasion, and negotiation through realistic simulations