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Managing and Supervising Effectively
Series: Preparing for Management
Course: Getting Results Without Authority
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.
Who Should Attend:
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 Participants 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 We 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
Getting Results Without Authority
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
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