American Management Association Seminars

Getting Results Without Authority: A Course for Government Employees
Seminar No: 07532-XNBB
CEU Credits: 1.8
Length: 3 days

Who should attend

Managers, supervisors, team leaders, project managers and office professionals who need to get work done through others—or anyone who needs to convince another person to buy into an idea or follow up on a request.

How you will benefit

• Establish or regain credibility so you can begin to build your influence
• Create a collaborative work environment for faster, better results
• Let work styles and communication differences work for—not against—you
• Successfully sell your ideas and implement change
• 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
• Be able to adapt your style to the person or situation you’re dealing with
• Identify various win/lose negotiating techniques and how to promote win-win outcomes
• Manage commitment and “ownership” to get results

What you will cover

Authority vs. Influence
• Distinguishing between authority and influence
• Differentiating between compliance and cooperation/commitment
• Understanding the tools of reciprocity and mutual exchange for influence

How Personal Preferences Aid or Hinder Influence
• Key characteristics of the four personality profiles
• Knowing the upside of your own and others’ styles
• Possible blind spots and downsides in your own profile

Skills and Tools for Understanding Others
• Flexing your style to adapt to the profiles of others
• Giving feedback to—and receiving it from—people of various profiles

• Understanding and using the “proofs” of credibility, logic and emotion in persuasion
• Identifying the five major forms of logical evidence
• Assessing where audiences are on the communication line and developing an approach for working with them
• Organizing a presentation or conversation using the “proofs”

When Conflict Comes Between You and Your Desired Results
• Understanding your own conflict resolution preference
• Choosing the appropriate style for the situation

Getting Better Results from Negotiation
• Recognizing the value of negotiation in getting results
• The basics of win-win negotiations
• Learning to generate options before and during negotiations
• Recognizing and reacting 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 919-480-2550 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.

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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 three 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.

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

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 919-480-2550.

For additional information and schedules call 919-847-0331.

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