presents American Management Association Seminars
GETTING RESULTS WITHOUT AUTHORITY
Seminar No: 02532 -XNBB
CEU Credits: 1.8
Length: 3 days
Use influence, persuasion and negotiation to achieve "win-win" results!
As strict organizational hierarchies become a thing of the past and companies depend on teams to get the work done, building good relationships and cultivating influence in order to secure the results you want have become essential survival skills. Whether you're dealing with a boss, colleague or staff members with their own managers, winning their respect and cooperation is absolutely essential for career success. This seminar will help you develop the skills you need to successfully draw upon the resources of your organization. It will help you improve the way you communicate to and across teams--and across functions--to get people working with you. Through your leader's expertise, diagnostic instruments and actual practice sessions, you'll master the art of developing strong alliances and moving people to do what you want. So the next time you need someone to buy into an idea, follow up on a request, or meet your needs, you won't be starting from ground zero.
Attendees:
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.
How You Will Benefit:
- Establish or regain credibility so you can begin to influence
- Create a collaborative work environment for faster, better results
- Let work styles and communication differences work for--not against--you
- Sell your ideas and implement change successfully
- Achieve trust and give-and-take relationships up, down and across the organization
- Project self-confidence without being pushy
- Know your assets, blind spots and hidden biases
- Apply a "win-win" model to conflict and negotiate positively
- Manage commitment and "ownership" to get results
What You Will Cover:
- Leading, whether you are in charge or not
- Exchange as a basis for influence
- Harnessing the power of a positive image
- Aligning the support of others
- Negotiating for results
Extended/Detailed Course Outline
Learning Objectives
- Establish or Regain Credibility So You Can Begin to Influence
- Create a Collaborative Work Environment for Faster, Better Results
- Let Work Style and Communication Differences Work for-Not against-You
- Sell Your Ideas and Implement Change Successfully
- Achieve Trust and Give-and-Take Relationships up, down, and across the Organization
- Project Self-Confidence without Being Pushy
- Know Your Assets, Blind Spots, and Hidden Biases
- Connect with an Audience and Keep Them Listening to You
- Manage Commitment and "Ownership" to Get Results
Authority vs. Influence
- Distinguish between Authority and Influence
- Distinguish between Compliance and Cooperation/Commitment
- Understand the Tools of Reciprocity and Mutual Exchange for Influence
How Personal Preferences Enable or Hinder Influence
- Understand the Key Characteristics of the Four Personality Profiles
- State the Upside of Your Own and Others' Styles
- List Possible Blind Spots and Downsides of Your Own Profile
Understanding Others
- Flex Your Style to Adapt to the Profiles of Others
- Give and Receive Feedback to People of Various Profiles
Persuasion
- Understand and Use the 'Proofs' of Credibility, Logic, and Emotion in Persuasion
- Identify and Use the Five Major Forms of Logical Evidence
- Evaluate Where Audience Is on the Communication Line and Develop an Approach for Working with Them
- Organize a Presentation or Conversation Using the Proofs
The Role of Listening in Influence
- Assess Your Listening Style and Improve Listening Capabilities
- Understand the Difference between Advocacy and Inquiry
- Use Strategies to Enhance Listening
- Understand How Assumptions Influence Beliefs/Actions
Conflict
- Understand Your Own Conflict Resolution Preference
- Pick the Appropriate Style for the Situation
Negotiation
- Appreciate the Uses of Negotiation in Getting Results
- Understand the Basics of Win-Win Negotiations
- Learn to Generate Options before and during Negotiations
- Recognize and React to Non-Win-Win Tactics
Start and End times: first day - 8:30am-5pm, all other days 9am-5pm unless otherwise specified. Your registration confirmation notice will confirm the hotel/conference center for the seminar for which you registered. The information included on this page is all the information available on this seminar. Please use form below to register only. To request information that is not included above please send an email to
. Remember to specify the complete seminar number about which you are requesting information.
For information about bringing a course to your site please call 1-919-847-0331 or email the registry at
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** Online Registration & Fee Information ** Please use form below to register only. To request information that is not included above please send an email to
. Remember to specify the complete seminar number about which you are requesting information.
Select date/location & complete form below. Then, click on 'Send'
Additional Information:
After submitting your online registration you will receive registration confirmation and invoice within 7-10 business days. You may pay by credit card or check. Confirmation information will also include location and other pertinent course information.
Always state priority code XNBB to your customer service representative when registering directly by phone.
Note: Prices are subject to change without notice. To confirm the price of your session, select the session above and click “Send”. Discounts apply for groups of two or more people. Call for details. Federal government employees are eligible for special GSA pricing for many seminars.
AMA's main conference centers
Seminars scheduled for the cities below are held at the locations listed below. For location information for other cities in which AMA seminars are held please call or email for information.
New York
AMA executive Conference Center
1601 Broadway New York, NY 10019
American Management Association (Located in the same building as the Crowne Plaza Hotel) 1601 Broadway On Broadway and 48th Street near Times Square. Entrance is on 48th Street.
Chicago
AMA executive Conference Center (adjacent to the Marroitt O'Hare)
8655 west higgins rd
Chicago, IL 60631
San Francisco
AMA executive Conference Center is located in San Francisco Marriott Hotel
55 Fourth Street 2nd Level
San Francisco, CA 94103
Atlanta
AMA Executive Conference Center
Address: 1170 Peachtree Street Ne Cnr Peachtree & 14th (3rd Flr)
City, State, Zip: Atlanta, GA 30309
Washington, DC
Arlington, Virginia
2345 Crystal Drive, Suite 200
Arlington, VA 22202
If you are not paying via credit card, you will receive an invoice with payment instructions.
Cancellation Policy:
If you cannot attend a seminar you can contact AMA in advance to transfer to a future session, or you can send someone to take your place. If you need to cancel your attendance, AMA will give you a complete refund if you cancel more than three weeks before your seminar begins. To cancel, simply email us at
. If you cancel with less than three weeks’ advance notice, you will be liable for the entire seminar fee. Once your payment has been received, you may request a courtesy transfer to use at any future AMA seminar of equal or lesser length. The courtesy transfer must be used within one year of the date of your originally scheduled seminar. In fairness to all attendees, if you do not attend a seminar session for which you are confirmed and do not contact AMA to cancel in advance, you will be charged the entire seminar fee.
AMA grants courtesy transfers to people who cannot attend their scheduled sessions. You can use a courtesy transfer for any seminar of equal or lesser length than the original seminar. You must use your courtesy transfer within one year of the date of your originally scheduled seminar.
AMA guarantees the quality of our seminars. If, for any reason, you are not satisfied with a seminar for which you have paid, AMA will give you credit toward another seminar of comparable price or will refund your fee.
You can also register by emailing your registration information to us at
or calling us at 919-847-0331.