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Influencing Results Without Authority
OBJECTIVES:
At the conclusion of this program, participants will be able to:
 | Establish or regain credibility so you can begin to influence |
| Let work styles and communication differences work for you |
| Sell your ideas and implement change successfully |
| Achieve trust and give-and-take relationships |
| Project self-confidence without being pushy |
| Know your assets, blind spots and hidden biases |
| Apply a "win-win" model to conflict |
CONTENT:
I. AUTHORITY VS. INFLUENCE
A. Distinguish Between Authority and Influence
B. Tools of Reciprocity and Mutual Exchange for Influence
II. HOW PERSONAL PREFERENCES ENABLE OR HINDER INFLUENCE
A. The Key Characteristics of the Four Personality Profiles
B. Blind Spots and Downside of Your Own Profile
III. UNDERSTANDING OTHERS
A. Flex Style to Adapt to the Profiles of Others
B. Give and Receive Feedback
IV. THE ROLE OF LISTENING IN INFLUENCE
A. Listening Style and Capabilities
B. Assumptions Influence Actions
V. CONFLICT
A. Conflict Resolution Preference
B. Appropriate Style for the Situation
VI. NEGOTIATIONS
A. The Basics of "Win-win" Negotiations
B. Generate Options
C. "Win-Win" Tactics
LENGTH: 2 days
AUDIENCE: Managers, supervisors, team leaders, project managers and office professionals who need to get work done through others—even when they do not have direct authority.
METHOD: Classroom