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Getting Results Without Authority

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

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The Key Issues

When you are working in an international company, you have a lot of projects to get done. But not everybody works in your team or reports to you. How do you get other people to collaborate and create win-win situations? What is the best way to manage key stakeholders? How can you build relationships across the organization?

Persuasion and Influencing

Creating win-win situations

Building relationships

Key Competences​

Managing conflict

Negotiation skills

Managing key stakeholders

The Right Programme for You

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.
  • Business Professionals
  • New Managers
  • Managers
  • Senior Managers

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.

Let communication differences work for you, not against, you.

Learn, Practice and Use

  • Establish to regain credibility so you can begin to influence people
  • Effectively use your power base to persuade others (Personal Power Model)
  • Understand the person you’re trying to influence—and persuade through give-and-take
  • Develop and grow relationships within your organization and beyond
  • Create a collaborative work environment for faster, better results
  • Achieve trust and give-and-take relationships up, down and across the organization
  • Influence people while projecting self-confidence without being pushy
  • Adapt your style to the person or situation you’re dealing with
  • Identify various negotiating techniques that promote win-win outcomes
  • Successfully sell your ideas and implement change

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Programme Details

Getting Results without Authority is 3 day or 4 live online sessions hands-on training programme, highly interactive with exercises and role plays. The programme focuses on building relationships, persuasion and negotiation skills in order to get your projects and strategy implemented.

Seven Programme Modules

  • 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
  • Mental model of influence
  • Reciprocity assessment and case study
  • Principles of reciprocity
  • Building relationships
  • Creating partnership
  • 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
  • Key components of persuasive communication skills: discovery, preparation, dialoge
  • 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
  • Approaches to conflict resolution
  • Conflict activit
  • Giving and receiving feedback
  • Using a win-win mindset
  • Power, information, timing and approach
  • Basic principles of negotiation
  •  Various steps in negotiation
  • Final negotiation activity
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Faculty

Bettina
Hausmann

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Bettina
Hausmann

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Bettina
Hausmann

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Bettina
Hausmann

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Bettina
Hausmann

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Testimonials

Testimonials

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