Get things done in your organization by negotiating, influencing and persuading


Highlights:
• Learn and use the Commitment Model to understand why commitment from others does not happen by chance
• Use the Personal Power Model to improve your influencing and persuasion skills in different business situations

Key Competencies:
• Persuasion and Influencing
• Creating win-win situations
• Building relationships
• Managing conflict
• Negotiation skills
• Managing key stakeholders

Getting Results without Authority is a hands-on training programme, highly interactive with exercises and role plays. The programme will be led by an experienced facilitator with former experience in international companies.



7 Programme Modules:

1 - 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

2 - 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

3 - 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

4 - 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
???????• Practicing persuasion in business techniques

5 - When Conflict Comes Between You and Your Desired Results
• Approaches to conflict resolution
???????• Conflict activity
???????• Giving and receiving feedback
???????• Using a win-win mindset

6 - Getting Better Results Through Negotiation
• Power, information, timing and approach
???????• Basic principles of negotiation
???????• Various steps in negotiation
???????• Final negotiation activity

7 - Developing an Action Plan

You are a business professional who needs to get work done through others or you need to convince another person to buy into an idea or follow up on a request.


Typical Participants:
• Managers
• Business Professionals