No title required
Influence without Authority.
A day on getting things done when you are not in charge: power, persuasion, negotiation and coalitions.
- Level
- Immerse
- Learning time
- 8 hours 30 minutes
- Where
- Leading people
- Price
- £249
When you step up to a higher level, what you paid in the last 12 months for lower-level courses inside the bigger course comes off its price, in proportion to how much of each is inside it, whichever topic it's from. Courses at the same or a lower level don't give credit against each other. A Focus course or above always costs at least £15. Read the full terms
Certificate of Completion, or Certificate of Completion and Assessment with a short assessment
Overview and Outcomes.
Who It's For
Leaders who need to persuade, negotiate and build coalitions
Overview
Much of the most important work in public service gets done by people who are not in charge of the others involved. No title required starts with the anatomy of influence: French and Raven's bases of power, Weber's types of authority and the ethical line between persuasion and manipulation. It then works through Cialdini's seven principles, Aristotle's rhetoric and its modern successors, reading the room without overclaiming, and negotiation from Fisher and Ury's principled approach to Chris Voss's tactical empathy and negotiating across culture and power. The day closes with coalition building, stakeholder mapping, Drucker's effective executive and Gabarro and Kotter on managing upward and sideways.
Aims
The aim is to help leaders get things done through persuasion, negotiation and coalitions rather than position, and to do so with integrity. It develops the confidence to read people and situations accurately, to build relationships before they are needed and to reach agreements that hold, upward, sideways and across organisational boundaries.
In summary, you will be able to:
- Explain how power, authority and influence differ, and recognise the ethical line between legitimate persuasion, coercion and manipulation.
- Apply principles of persuasion, rhetoric, principled negotiation and tactical empathy to a real situation where you need agreement without authority.
- Build and sustain coalitions by mapping stakeholders, managing upward and sideways, and investing in relationships before you need them.
What you'll develop
By the end of this Immerse, you will be able to:
- Distinguish influence, power and authority, and identify which of French and Raven's six bases of power you and others are drawing on.
- Identify which of Cialdini's seven principles is at work in a message, appeal or campaign.
- Explain what Mehrabian's research actually found, and identify the four sides of a message using Schulz von Thun's model.
- Distinguish positions from interests and apply Fisher and Ury's four principles of principled negotiation.
- Use Hofstede's dimensions and high and low context communication as hypotheses to test, without stereotyping an individual counterpart.
- Distinguish the distributive and integrative elements of a deal, and create value by trading issues that each side values differently.
- Distinguish efficiency from effectiveness and apply Drucker's five practices of effectiveness to your own working week.
- Apply Gabarro and Kotter's four steps to understand your manager's world and build an upward relationship based on mutual dependence.
Built from 6 parts.
8 hours 30 minutes of learning.
- 01Where influence really comes fromInfluence, Persuasion and Negotiation: free tasterTaster · Influence, Persuasion and Negotiation1 module
- 02The art of the persuasive caseCialdini's principles of persuasion and rhetoricBitesize · Influence, Persuasion and Negotiation2 modules
- 03Reading the roomNegotiation skills: the foundationsBitesize · Influence, Persuasion and Negotiation2 modules
- 04Listening your way to yesTactical empathy, Chris Voss and negotiationBitesize · Influence, Persuasion and Negotiation2 modules
- 05Alliances and corridorsCoalition building and office politicsBitesize · Influence, Persuasion and Negotiation2 modules
- 06Effective at every levelDrucker's effective executive and managing upBitesize · High Performing Managers2 modules