Persuasion: Influencing Without Authority

Columbia Business School

Price:
$6,250 10 seats left
Start Date:

Wed, Dec 13, 8:30am - Dec 15, 5:30pm (3 sessions)

Next start dates (3)

Location:
Morningside Heights, Manhattan
3022 Broadway Uris Hall
Btwn W 116th & W 120th Streets
New York, New York 10027
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Class Level: All levels
Age Requirements: 18 and older
Average Class Size: 10

What you'll learn in this leadership training:

At a time when leadership requires less emphasis on giving orders and more of a focus on building consensus, personal persuasiveness and the ability to negotiate effectively have become critical skills for success.

Drawing on sound psychological research, Persuasion: Influencing Without Authoritycovers the range of interpersonal and intergroup persuasion challenges, from one-on-one negotiations to driving change in an organization's culture. The focus is on practical skills and immediate application to participants' real-world challenges.

Impact

Benefits in the Current Context
"Technical skills are what poker players call 'table stakes,' the minimum currency one needs to 'get into the game.' But later on, we find that it is an executive's softer skills that determine their ability to create value, drive change, and build institutions.

"The current round of economic turmoil means that certain organizational responses are inevitable. Mastery of the softer interpersonal skills is what will separate those who merely survive these changes from those who will thrive and grow as leaders." 
–Robert Bontempo, faculty director

Summary of Benefits
  • Develop an awareness of a wide range of persuasive styles
  • Learn the distinction between persuasion and negotiation, and when to use each
  • Learn how to analyze the type of person you’re dealing with, and how to customize your communication for maximum effect
  • Recognize different types of organizational power, and how and when to use each
Special Features
  • Participants receive their own personal videotape analysis of persuasive communication
  • Participants utilize a personal case application
  • Participants are given an individual assessment of their social style
Upon completion of this program, you will earn three days towards a Certificate with select alumni and tuition benefits.

Curriculum
Participants are provided a number of readings in the psychology of persuasion and attitude change prior to the program. During the program, participants apply the techniques to a personal case, are provided an individual assessment of their social style, and receive a videotape analysis of their persuasive communication.

Over the three days, participants have several opportunities for immediate feedback on their persuasion techniques. At the conclusion of the program, participants take with them a personalized persuasion "toolkit."

Sample Session Titles
  • The Full Range of Persuasion Tactics
  • Persuasion vs. Negotiation
  • Six Tools of Social Influence
  • Bosses, Peers, and Subordinates: A Behavioral Styles Assessment
  • Four Ways to Change Minds
  • Persuasion vs. Motivation
  • Persuading One on One, Small Groups, and Large Organizations
Participant Profile
This course is designed for all levels of executives. This program is especially suitable for those who find they need to be more effective building consensus and influencing those over whom they do not have formal authority.

Executives who need to promote their agenda in an atmosphere that does not permit giving orders, who need to "manage up," and those who need to drive change, both one on one and across organizational boundaries will also benefit from this program.

Admissions Qualifications
Successful candidates should have managerial experience and responsibilities matching a program’s “Who Should Attend” or “Participant Profile” description. All registrations are subject to approval by Columbia Business School.
Notification of withdrawal must be sent in writing to CourseHorse. Full refunds can be obtained up to 30 days before the program start date. Due to the costs incurred for program preparation and administration, any cancellations or requests for transfers or deferrals received 30 days or less from the program start are subject to penalty fees as described below. 
  • More than 30 days notice: 0% Cancellation – Transfer Penalty
  • 14 to 30 days notice: 30% Cancellation – Transfer Penalty
  • Less than 14 days notice: 50% Cancellation – Transfer Penalty
Columbia Executive Education, at its sole discretion, reserves the right to limit enrollments regardless of acceptance status. Individuals who have paid tuition but who are deemed ineligible to participate due to such enrollment limitations will receive a refund.

Substitutions:
Requests must be submitted in advance to Columbia Business School Executive Education and will be reviewed on an individual basis, based on participant qualifications and lead time needed for any program pre-work.

Transfers: Transfer requests must be submitted to Columbia Business School Executive Education and must indicate the new dates and/or new program the participant wishes to attend. Transfers are valid only within one year of the original program start date.

Refunds: Any remaining balance of a cancelled program's payment can be applied to another Columbia Business School Executive Education program within one year of the program date. After one year, the balance is nonrefundable.

Full tuition is nonrefundable under these conditions:
  • The registrant or substitute does not enroll in another program within one year of the original start date, and/or
  • The registrant or substitute defers or transfers more than two times.
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Start Dates (4)
Start Date Time Teacher # Sessions Price
8:30am - 5:30pm Robert N. Bontempo 3 $6,250
This course consists of multiple sessions, view schedule for sessions.
Thu, Dec 14 8:30am - 5:30pm Robert N. Bontempo
Fri, Dec 15 8:30am - 5:30pm Robert N. Bontempo
8:30am - 5:30pm Robert N. Bontempo 3 $6,350
This course consists of multiple sessions, view schedule for sessions.
Wed, May 02 8:30am - 5:30pm Robert N. Bontempo
Thu, May 03 8:30am - 5:30pm Robert N. Bontempo
8:30am - 5:30pm Robert N. Bontempo 3 $6,350
This course consists of multiple sessions, view schedule for sessions.
Wed, Sep 26 8:30am - 5:30pm Robert N. Bontempo
Thu, Sep 27 8:30am - 5:30pm Robert N. Bontempo
8:30am - 5:30pm Robert N. Bontempo 3 $6,350
This course consists of multiple sessions, view schedule for sessions.
Wed, Dec 12 8:30am - 5:30pm Robert N. Bontempo
Thu, Dec 13 8:30am - 5:30pm Robert N. Bontempo

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School: Columbia Business School

Columbia Business School was first founded in 1916, thanks in part to a generous gift from the banking executive Emerson McMillin. There were 11 faculty members on our initial staff, teaching an inaugural class of 61, including eight women.

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