Unlock your personal power to negotiate, influence, and persuade in the professional settings that matter most to you.
Who Should Attend:
This course is designed for professionals who need to accomplish results through others, whether that means convincing a colleague to support an initiative, gaining buy-in from senior leadership, or building collaborative relationships across the organization. If your success depends on your ability to earn respect, foster cooperation, and move people toward shared goals, this training will give you the tools to do it effectively.
Whether you are navigating relationships with supervisors, peers, direct reports, or senior executives, the capacity to influence without formal authority is one of the most valuable professional skills you can develop. This course focuses on the three core elements of that capacity: personal power, persuasion, and negotiation.
You will learn to build and leverage your personal power base using a proven model, understand the principles of exchange and reciprocity that form the foundation of influence, adapt your communication style to establish credibility with different audiences, and structure persuasive conversations using a framework of discovery, preparation, and dialogue. You will also master the essential components of negotiation, including strategies that promote win-win outcomes and long-term relationships.
Throughout the course, you will practice these skills through hands-on activities, video analysis, assessment tools, and group discussions, building real capability from day one.
How You Will Benefit:
- Establish or rebuild credibility so you can begin influencing others more effectively
- Use your personal power base strategically to persuade and motivate
- Understand the person you are trying to influence and persuade through meaningful give-and-take
- Develop and strengthen relationships at every level of your organization
- Create a collaborative environment that produces faster, better results
- Turn communication style differences into assets rather than obstacles
- Successfully champion your ideas and lead others through change
- Earn trust and cultivate genuine reciprocal relationships up, down, and across the organization
- Project confidence and influence without coming across as pushy or aggressive
- Adapt your style to match the person and situation you are engaging with
- Identify negotiating techniques that consistently produce win-win outcomes
What You Will Cover:
- Understanding your personal power base and the principle of reciprocity
- Identifying effective influencing behaviors and when to use them
- Building your personal power base and cultivating partnerships
- Flexing your communication style to better connect with different people
- Applying credibility, logic, and emotion in the persuasion process
- Tailoring your approach to the specific needs and concerns of your audience
- Understanding the nuances of constructive and destructive conflict
- Delivering feedback that strengthens rather than damages relationships
- Achieving better outcomes through principled negotiation
- Practicing the core steps of the negotiation process
- Applying the principles of interest-based negotiation
- Conducting a negotiation activity in a realistic scenario
Course Outline:
Learning Objectives
- Determine Your Personal Power Base
- Analyze Your Influencing Approach and Know How to Adjust It
- Identify the Fundamentals of Exchange and Reciprocity
- Develop and Apply Persuasion Skills to Influence Others Effectively
- Strengthen Core Interpersonal Skills Including Listening, Questioning, and Providing Constructive Feedback
- Recognize the Value of Constructive Conflict and Learn How to Work Through Conflict When Influencing
- Identify the Core Steps of Negotiation and Promote Win-Win Results
Lesson One
Personal Power
- Describe the Personal Power Model and How to Apply It to Your Influence Base
- Identify the Behaviors That Signal Effective Influencing
- Develop the Platform for Your Personal Power Base
Building Your Personal Power Base
- Describe How Exchange, Relationships, and Partnerships Form the Foundation of a Personal Power Base
- Identify Your Exchange Portfolio
- Define the Principle of Reciprocity and Its Role in Influence
- Identify Ways to Build Relationships Upward, Downward, and Laterally
- Explain the Value of Creating Durable Professional Partnerships
Lesson Two
Building Your Personal Power Base (Continued)
- Reinforce How Exchange, Relationships, and Partnerships Drive Influence
- Review and Expand Your Exchange Portfolio
- Deepen Your Understanding of Reciprocity in Practice
- Continue Building Relationships Across All Organizational Levels
- Explain the Value of Sustaining Partnerships Over Time
Personal Preferences
- Describe the Role of Personal Styles When Influencing Others
- Explain the Major Personality Styles Found in Organizational Settings
- Identify Your Preferred Style and the Styles of Those Around You
- Define the Impact of the Negative Attribution Cycle on Influence
Lesson Three
Persuasion
- Define and Apply Credibility, Logic, and Emotion in the Persuasion Process
- Evaluate Where Your Audience Stands on Communication and Personality Dimensions
- Discuss How Persuasion Operates as a Learning and Negotiation Process
- Follow the Key Steps of Discovery, Preparation, and Dialogue in Persuasive Conversations
Lesson Four
When Conflict Comes Between You and Your Desired Results
- Describe the Impact of Conflict on Getting Results Through Others
- Review the Conflict Management Responses Available to You
- Define How to Provide Constructive Feedback Without Escalating Conflict
- Choose the Right Response Based on the Situation
Getting Better Results Through Negotiation and Influencing
- Explain the Key Preparation and Process Steps of Effective Negotiation
- Define and Apply the Principles of Interest-Based Negotiation
- Apply Influence, Persuasion, and Negotiation Skills in a Practical Activity
